The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales

by George W. Dudley and Shannon L. Goodson

Book Overview

Overcoming the Fear of Self-Promotion Performance alone no longer determines success. Pioneering researchers George W. Dudley and Shannon L. Goodson discovered something more important:... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0935907076
• ISBN13: 9780935907070
• Release Date: January 1999
• Publisher: Behavioral Sciences Research Press
• Length: 424 Pages
• Weight: 1.80 lbs.
• Dimensions: 0.8" x 7.5" x 9.4"

Customer Reviews

Saved my Business

I have consistently started out strong in sales roles and then petered out. I had started strong again in my new network marketing business, but had slowed down and saw my business dying.The problem was that I would be overcome with shallow breath, a foggy mind, and churning stomach when I had to call people I knew but didn't know well.The book allowed me to diagonose my problem as Role Rejection. I was afraid that I would disappoint people when they learned I was in a network marketing company, and I was physically feeling that fear every time I tried to make calls. I was able to bull my way through, but it was exhausting.After reading the book and using the exercises I recognized that I was worrying to much about what other people thought of me. I used two of the techniques in the book to calm my nerves and remove the fear.My business is taking off again!It is rare to find a book that so obviously saved a career, but this is one.

For true students of selling

For many years most sales instructional material was from one of two camps. Either it was some attempt to reinvent the famous Xerox model, or it was filled with personal war stories and self aggrandizement. (See Tom Hopkins book in the "Dummies" series.) No more! This book comes at the science side of selling from a fresh perspective. The authors are neither sales people nor sales trainers, they are psychologists. As such their perspective is based purely on what they have been able to observe and measure. The authors have gotten to the bottom of most sales slumps... People simply stop making calls. The reason? Sales call reluctance. Pretty obvious right? But, the book doesn't just state the obvious, which is, if you've stopped making calls, start making them and you will end your slump. They have broken the causes for call reluctance into 12 different origins. They help you zero in on the reasons that keep you from earning what you are worth and then offer specific and scientific methods to help get back on track. It's a keeper. I highly recommend it.

One of the best

This book was mentioned in another book I was reading on sales. It is awesome! This has to be the one book every veteran sales person reads. It's long and has detail only sales managers and trainers could love, but it has already helped me raise my sales figures 15% YTD. The author's are obviously informed scientists but unlike the hacks and quacks out there writing sales propaganda, this book really gets the job done. To top it off they have a cutting sense of humor. I can't remember ever laughing while I was learning stuff I didn't think I needed to know. I found out that what I didn't know was keeping me from several thousand dollars of annual income. They got through to me and if you are serious about sales they will get to you as well. I would give it 10 stars if you had that many.

Absolute winner! The real deal.

This was one of the office presents I got for Christmas about two weeks ago. I confess I was put off and not just a little angry getting a book on selling. I'm a long time veteran of the sales wars. It's over 400 pages long and looks like a college textbook. Was I wrong. I just picked it up yesterday during a coffee break and haven't been able to stop talking about it since! It's not supposed to be motivational, but it's rekindled my attitude about being in sales. If I had to pick, I'd trade all my favorites for one copy of this book! It's the real deal we've been waiting for.