How I Raised Myself from Failure to Success in Selling Ch 1

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Questions and Answers

What realization did the manager provide that contributed to the author's change in attitude?

The author was too young and inexperienced.

The author needed to work harder.

The author was being unfairly treated by the team.

The author appeared lazy and lacked enthusiasm. (correct)

How much was the author making in his first job at Johnstown?

$300 a month

$175 a month (correct)

$250 a month

$100 a month

What strategy did the author decide to adopt upon arriving in New Haven?

To blend in and avoid drawing attention.

To rely on his previous experiences to succeed.

To play conservatively to maintain his position.

To be the most enthusiastic player in the league. (correct)

What was the author's initial feeling about his move to Chester, Pennsylvania?

Disappointed because of the lower salary. Signup and view all the answers

What advice did the manager give to the author regarding his work ethic?

To bring more life and enthusiasm to his work. Signup and view all the answers

What impact did enthusiasm have on Bettger's performance during the baseball game?

It allowed him to score a run. Signup and view all the answers

What resulted from Bettger's decision to act enthusiastic in his new sales career?

His sales performance improved significantly. Signup and view all the answers

According to Bettger, what was a key factor that helped him succeed in both baseball and sales?

The ability to manage fear and nerves productively. Signup and view all the answers

What did Dale Carnegie advise Bettger to do during his public speaking course?

Show more enthusiasm in his speaking. Signup and view all the answers

How did Bettger feel after his baseball accident compared to later reflections?

He believed it was a fortunate event in hindsight. Signup and view all the answers

What significant change did Bettger experience in his income as a result of enthusiasm?

His income increased by 700 percent in a short period. Signup and view all the answers

What misconception did Bettger identify about successful sales?

Lack of enthusiasm can lead to failure, even with expertise. Signup and view all the answers

What was the outcome of Bettger's first call after deciding to act with enthusiasm?

The prospect purchased an insurance policy. Signup and view all the answers

What did Bettger do to channel his fear into a positive force for his career?

He enrolled in a public speaking course. Signup and view all the answers

What nickname did Bettger earn from the newspapers for his enthusiastic performance?

Pep Bettger Signup and view all the answers

Study Notes

Enthusiasm's Impact on Income and Happiness

Early setback: Author, a baseball player, was fired for perceived laziness, highlighting fear as a contributing factor.
Manager's advice: Manager advised him to "wake up" and inject more enthusiasm into his work.
Acting enthusiastic: Author, despite low pay, consciously acted enthusiastic.
Impact of enthusiasm: Author's enthusiasm improved performance, influenced teammates, and boosted confidence. This increased income.
Significant income increase: Enthusiasm—not skill— increased income by 700% in ten days.
Sustained success: Author achieved exceptional income gains in baseball over two years.
Turning point: A personal setback (arm injury) led to a career change and a realization that lack of enthusiasm was a persistent issue.
Insurance sales: Author initially struggled; recognized that lack of enthusiasm hindered success.
Dale Carnegie's intervention: Carnegie instructed the author to put more life and enthusiasm into his sales pitches.
Inspiration and repetition: The author began to apply enthusiasm to his work with success, and repetition was a key to success.
Enthusiasm's connection to success: Enthusiasm is a key factor in business, and it can boost sales significantly.
Practical application: Author recommended daily practice of an inspiring poem (Victory) by Herbert Kauffman to maintain enthusiasm.
Walter Chrysler's quote: Walter Chrysler emphasized the importance of excitement and enthusiasm in sales.
Contagion of enthusiasm: Enthusiasm is contagious; if the salesperson is enthusiastic, the customer is likely to be too.
Internal impact: Enthusiasm isn't just outward action; it becomes ingrained and fosters new ideas, ideas that can be acted upon.
Actionable advice: To become enthusiastic, act enthusiastic – this is the key rule.
Recommendation: The author urges readers to dedicate time and effort to increasing enthusiasm in their lives.

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Description

Explore how enthusiasm can significantly impact an individual's income and overall happiness. This quiz discusses personal experiences from a baseball player turned insurance salesman, highlighting key moments that led to a 700% income increase. Learn about the transformative power of maintaining enthusiasm in various professional settings.