- Paperback: 433 pages
- Publisher: Behavioral Science Research Pr; Revised edition (30 December 2007)
- Language: English
- ISBN-10: 0935907122
- ISBN-13: 978-0935907124
- Product Dimensions: 17.8 x 2.5 x 22.2 cm
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: #6,66,404 in Books (See Top 100 in Books)
The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales Paperback – Import, 30 Dec 2007
|Paperback, Import, 30 Dec 2007||
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About the Author
George W. Dudley and Shannon L. Goodson are recognized as the world s leading authorities on sales call reluctance and the fear of self-promotion. For almost thirty years they have studied the reasons why so may talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It s a lifestyle. Their research has been featured in popular and professional media including CNN, The Financial Times of London, The Australian, European Association for Behavioural and Cognitive Therapies, and the Society for Industrial and Organizational Psychology.
Dudley has degrees in research psychology from Baylor University and the University of North Texas. He began working with psychological assessments while serving in the U.S. Marine Corps, and for many years directed the Field Testing & Research department of a Fortune 500 financial services company. He is the principal author of the seminal textbook, The Hard Truth About Soft-Selling. His scientific studies such as Where In the World Can You Find an Honest Salesperson? and What Really Motivates Salespeople: A Multi-Nation Comparison have generated worldwide interest. He is listed in Who s Who in America and Who s Who in Science and Engineering.
Goodson holds a Master s degree in psychology from Lamar University. An experienced psychotherapist, author, and researcher, she is also a noted expert on women in the business world. Her research studies such as Women in Management: Self-imposed Barriers to Career Advancement and Leadership Networking: Attitudes toward Networking in Outplaced Executives have been presented to professional associations all over the globe. She is listed in Who s Who in America and Who s Who of American Women.
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Most helpful customer reviews on Amazon.com
This book does not lack for explaining the different kinds of call reluctance, such as over-preparing, social-status anxiety, or "doomsayers", and it does an excellent job of showing that there is a whole spectrum of specific fears and issues under the umbrella of "call reluctance". I personally found that to be a big help as I was able to more accurately pinpoint what exactly my challenges were.
What I had hoped for a little more of was an equally easy to understand list of solutions for each problem. The book lists everything in very psychological and academic terms, and while that might be useful for diagnosing call reluctance it doesn't provide as satisfying of a solution for the problems it lists.
in sales training. They break down sales call reluctance into specific types, with different psychological roots that require different treatments. By understanding your own issues and patterns, you can focus on their recommended strategies and achieve real
progress in overcoming this debilitating and limiting problem.
Highly recommended for overcoming not only sales call reluctance, but the overall fear of self-promotion.
This book is a whopping 433 pages long. The most significant aspect to you, the salesperson, is the subtitle: "Earning What You're Worth In Sales." The modern wave of sales gurus are leaning hard on accountability. The days of placing blame on a weak economy or stubborn customers are gone. The reality is that if you don;t have what you want, it's because you haven't made it happen. Period.
This is a heavy, exhaustive work on the root causes commonly associated with people who know exactly what they should be doing and simply do not do it.
The first four chapters / 160 pages lay out the nature of the beast. The final eight chapters (page 161-343) provide you with a wide range of tools to change your behavior, to...once again, the subtitle..."earn what you're worth in sales." The remainder of the book (pages 348-419) covers the research that went into developing the book.
Salespeople who lean toward the "quick fix, read in one sitting" books on red hot cold calling and guaranteed sales closes will get a few pages into this book and toss it out the window.
Passion is a prerequisite. You need to be passionate about your success. You need to be passionate about being a modern, professional salesperson.
If you have that passion, this is the book for you. If you don't, you'll buy it to feel good about yourself for "taking action," and that will last about as long as it takes for you to read the front and back covers and place it on your bookshelf.
Make the commitment to buy it and use it or save your money.