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The Amazon Store at MillionDollarPetPix.com ( In association with Amazon.com )The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales List Price: $22.95 Amazon.com's Price: $15.61 You Save: $7.34 (32%)Prices subject to change. Availability: Usually ships in 24 hours
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Binding: PaperbackDewey Decimal Number: 381 EAN: 9780935907124 Edition: 5th ISBN: 0935907122 Label: Behavioral Sciences Research Press, Inc. Manufacturer: Behavioral Sciences Research Press, Inc. Number Of Items: 1 Number Of Pages: 456 Publication Date: November 15, 2007 Publisher: Behavioral Sciences Research Press, Inc. Studio: Behavioral Sciences Research Press, Inc. Related Items:
Browse for similar items by category: Click to Display Editorial Review: Product Description: 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: self-promotion. Some of the most highly-paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion. Some people are natural promoters. They are born with the instinct to self-promote. For others often the most loyal, motivated and deserving self-promotion is emotionally difficult. They are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion. When the fear of self-promotion victimizes salespeople, emotionally limiting their ability to initiate contact with prospective buyers, it s tagged sales call reluctance. Far more than the fear of making cold calls or using the telephone, sales call reluctance obstructs all forms of prospecting for new business. And it costs. Each year, sales call reluctance single-handedly accounts for over half of all failures in one of the largest professions in the world. Although written primarily for salespeople, anyone who has to practice visibility management to get ahead can benefit from reading this book. Through anecdotes, examples, and step-by-step directions, you will discover what sales call reluctance really is, how it cripples careers, and how to keep it from limiting your career. Exchanging white lab coats for blue jeans practicality, the authors, top international authorities on sales call reluctance, guide you through the treacherous myths and subtle misunderstandings which make sales call reluctance the social disease of the direct sales profession. You ll discover key concepts and proven techniques for evicting fear from your career. Average Rating:
 Rating:  - No Spin and HypeQuite the opposite -actual science to guide the seller and his manager through difficult and complex subject matters. And despite the complexity and the scientific/academic back bone, the book actually is a relatively easy read. It is of course impossible to judge the effectiveness of all the remedies for the different symptoms and the imposters by just reading a book. Important is to recognize that there are many different faces of call reluctance and unless properly handled the remedy ... Read More Rating: - Eating the Sales Call Reluctance Eleplant, one bite at a timeIt would be extremely interesting to know the exact percentage of people who have purchased this book, read it cover to cover, identified the source(s) of their sales call reluctance, took the authors' recommendations, put them into consistent and determined practice, and achieved a breakthrough. 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 ... Read More Rating:  - Waste of Money Read Page 65 FirstI bought this book last year and just got around to reading it. My mistake! Had I burned thru the first 100 pages like I normally do, I would have read on page 65 "This book is specifically dedicated to correcting authentic call reluctance. It would not be manageable if we also included corrective measures for impostors." Reading that, I would have returned this to the bookstore and got my money back. To be "authentic", you practically have to be in therapy and if you are "authentically" reluctant, ... Read More Rating: - The Psychology of sales call reluctanceThis is the absolute most worthless book on sales call reluctance I have ever read. Rating: - Good Information BUTThis is a very good book but it has parts that are in-depth and one can look at in many different ways. You must be willing to read and put into use the information and learn methods to help yourself. 
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