Don’t Be Afraid To Fail!


New York's  Babe Ruth


Why is it, when we read about the great achievements of successful men in sports, or business, we are seldom told about their failures? For example: we now read of the amazing record of the immortal Babe Ruth, with his unapproached total of 714 home runs; but another unapproached world’s record of his is carefully buried in the records, never to be mentioned – striking out more time that any other player in history. He failed 1330 times!

Are you discouraged by your failures? Listen! Your average may be as good as anybody’s. If you fail to find your name on the list of makers-good, don’t blame it on failures. Examine your records. You’ll probably discover the real reason is lack of effort. Not enough exposure. You don’t give old man law of averages sufficient chance to work for you.

Whatever your calling may be, each error, each failure is like a strike-out. Your greatest asset is the number of strike outs you have had since your last hit. The greater the number, the nearer you are to your next hit.


Frank Bettger

Set Off the Alarm Clock on Yourself



I am a great admirer of Abraham Lincoln, and one reason I am is because he came to the point so quickly. He was a master of brevity. He made the most famous address in the history of the world. The man who preceded him to the platform spoke for two hours. Then Lincoln spoke – for exactly two minutes.

Overtalking is one of the worst of all social faults.

Whenever you become conscious of talking too long – stop! “Set Off the alarm clock” on yourself. 

A salesman cannot know too much, but he can talk too much. 

I don’t mean we should be abrupt. We quickly resent the person who is abrupt; but we admire the person who is brief and to the point.

Frank Bettger


Action and Feeling


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“Action seems to follow feeling, but really action and feeling go together; and by regulating the action, which is under the more direct control of the will, we can indirectly regulate the feeling, which is not.”

Before entering a man’s office I would pause for an instant and think of the many things I had to be thankful for, work up a great big, honest-to-goodness smile, and then enter the room with the smile just vanishing from my face. It was easy then to turn on a big, happy smile.

Give every living soul you meet the best smile you ever smiled in your life, even your own wife and children, and see how much better you feel and look. It’s one of the best ways I know to stop worrying, and start living. When I began doing this, I found I became more welcome everywhere.

Frank Bettger





I never had much success overcoming objections with clever comebacks. They read well in textbooks, but when I tried to use them, they only seemed to lead into an argument. I found if a hundred times more effective when I could get a direct testimony from one of my “witnesses”.

I have been inspired by reading about a few great men in history, but my biggest inspiration, and some of the best ideas I’ve ever learned, have come from the men I have done business with, and friends I have made. As I profited by their ideas, I have made a point to tell them about it. I find that people love to hear that they have helped you. 

Frank Bettger

Praise Your Competitors




With me, a quarter of a century of praising competitors has proved to be a very happy and profitable way of doing business.

I’ve found that one of the quickest ways to win and hold the confidence of others is to apply the rule spoken by one of the world’s greatest diplomats, Benjamin Franklin: “I will speak ill of no man and speak all the good I know of everybody.”

So Rule Three is: Praise Your Competitors.

Frank Bettger

Know Your Business




Two of them were producing about 70 percent of the business. I noticed that these two men were continually being consulted by the other salesmen. 

Finally, it struck me as being very significant that these leaders were the best informed. 

I have traveled all over the country attending sales meetings and clinics. At those meetings, I’ve always noticed that the leaders are men who know their business.

So if you want to have confidence in yourself, and win and hold the confidence of others, find it an essential rule to:

Know Your Business and Keep On Knowing Your Business.

Frank Bettger

Be a Good Listener




This taught me a lesson which I’ve had to learn: the importance of being a good listener, showing the other person you are sincerely interested in what he is saying, and giving him all the eager attention and appreciation that he craves and he is so hungry for, but seldom gets!

Try looking straight into the face of the next person who speaks to you, with eager, absorbed interest, and see the magic effect it has both on yourself, and the one who is doing the talking.

” The shortcut to popularity is to lend everyone your ears, instead of giving them your tongue. There is nothing you can possibly say to an individual that would be half as interesting to him as the things he is dying to tell you about himself.”

Frank bettger

The Key Issue


English: Abraham Lincoln, the sixteenth Presid...

English: Abraham Lincoln, the sixteenth President of the United States. Latviešu: Abrahams Linkolns, sešpadsmitais ASV prezidents. Српски / Srpski: Абрахам Линколн, шеснаести председник Сједињених Америчких Држава. (Photo credit: Wikipedia)

I found that by questioning the businessman, I got his mind off what he thought was the real issue, and got him on the track of what was really the most vital issue of all.

Lincoln said: “Much of my success as a trial lawyer lay in the fact that I was always willing to give the opposing attorney six points in order to gain the seventh – if the seventh was the most important.

How can you get at the key issue? Encourage your prospect to talk. As soon as a man gives you for or five reasons why he won’t buy, and you try to argue each one, you aren’t going to sell him. If you just get him keep on talking, he will help you sell him. 

When he gets all through, come back to that one point. Usually, that’s the true one. 

Frank Bettger

Make questions


English: Ask Your Questions

English: Ask Your Questions (Photo credit: Wikipedia)

I realized this: if I had attempted to say exactly the same things without putting them in the form of questions, I’d have been kicked out in three minutes flat! Although I said what I had to say with all the force and excitement I possibly could, this successful manufacturer never once showed any resentment. Putting my ideas in the form of questions showed him how I felt about what he should do, but at the same time kept him in the buyer’s seat. Each time he offered an objection or comment, I passed the ball right back to him with another question. When he finally got up, took his hat and said : “Let’s go!” I know he felt that the idea was his.

For a quarter of a century I’ve found this way of handling people a hundred times more effective than trying to win them to my way of thinking.

Frank Bettger

Rule Number One


Between Heaven & Earth

Between Heaven & Earth (Photo credit: Eric Vondy)

“There is only one way under high heaven to get anybody to do anything. Did you ever stop to think of that? Yes, just one way. And that is by making the other person want to do it. Remember, the is no other way.”

When you show a man what he wants, he’ll move heaven and earth to get it.

This universal law is of such paramount importance that it takes precedence over all other laws of human relations. It always have been, and always will be the most important.

Frank Bettger