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Selling is a key job in the world today, and getting it right involves several elements. It is an art, as well as a technique. In How I Raised Myself From Failure To Success In Selling, author Frank Bettger talks about how to go about the process of selling, and how to get it right in the competitive world. Summary Of The Book Frank Bettger, at the age of 29, was having a bad time as an insurance salesman. His career was going completely downhill. But he brought about certain changes in himself, by learning from his experiences, and went on to become one of the most well known salespeople in all of America. How I Raised Myself From Failure To Success In Selling was written in the 1940s by the author. So a lot of the book’s content may seem out of context to the readers of today. But that was an age when selling was actually challenging and needed real skill and talent. In those days, the facilities and advantages provided to sellers by the internet and the world wide web did not exist, thus making selling a far more difficult job than it is today. The author stresses on the importance of enthusiasm in selling. A salesman who has enthusiasm will have much better chances of getting better results, because a key part in selling is impressing the clients. Salesman with low enthusiasm and self-esteem will come across as unconvincing. This can have an adverse effect on the impression that the client has of the salesman, and the product. Salesmen with enthusiasm have more chances of turning skeptical clients into enthusiastic buyers. Other important issues discussed in the book are conquering fears, quick ways of winning confidence of the clients, and closing a sale, and its seven golden rules. About Frank Bettger Frank Bettger was a well known self-help author. Other works of the author are the bestselling How I Multiplied My Income and Happiness in Selling and the autobiographical How I Learned The Secrets of Success in Selling. Frank Bettger was born in 1888. He was initially a baseball player, but was not successful and ended up being left out by his manager, who cited ‘lack of enthusiasm’ as his problem. He started being an enthusiastic player, but an arm injury cut short his baseball playing career. His career in life insurance was also at a low, until he remembered his baseball manager’s words, and started working with fresh vigour.