Every book on sales uses the core principles that Frank Bettger laid out in his classic sales manual almost 70 years ago. He took Dale Carnegie’s putting-people-first tactics, then added the following principles every salesperson should read and master.
Plan effectively. Planning removes anxiety about what you need to do and when. It helps you feel confident that you’re working on your real priorities. The records you keep as you plan your activities and track your sales can be valuable instruments for improving your results.
