- Paperback
- Publisher: Behavioral Sciences Research Press; 4 edition (May 1999)
- Language: English
- ISBN-10: 0935907076
- ISBN-13: 978-0935907070
- Product Dimensions: 23.9 x 19 x 2.1 cm
- Shipping Weight: 916 g
- Average Customer Review: 4.3 out of 5 stars See all reviews (38 customer reviews)
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Amazon Bestsellers Rank:
#263,669 in Books (See Top 100 in Books)
- #33 in Books > Professional & Technical > Business Management > Marketing & Sales > Sales & Selling > Techniques
- #36 in Books > Business & Investing > Marketing & Sales > Sales & Selling > Techniques
- See Complete Table of Contents
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Product Details |
Product Description
Book Description
Sales call reluctance is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.
From the Back Cover
Performance alone no longer determines success. Pioneering researchers Dudley and 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 self-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.
"Your most valuable asset is your earning ability, and in this practical, insightful book, you'll learn how to increase your value and your income continuously throughout your career. It's worth its weight in gold." - Brian Tracy
"The key to success and recognition...down-to-earth theories and practical advice." - -The London Financial Times
"In today's global arena, where change rules and knowledge is power, you either are a leader or a loser. This book is your passport to survive and thrive in the new era. It will get you promoted instead of downsized, teach you how to become CEO of your own life and make your career 'fireproof'." --Denis Waitley
Inside This Book
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First Sentence
It's a typical Monday evening at the United Metro Insurance Agency. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
It's a typical Monday evening at the United Metro Insurance Agency. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Most helpful customer reviews
2 of 2 people found the following review helpful
5.0 out of 5 stars
Critical to success!,
By Packrat "packrat" (Nutley, New Jersey United States) - See all my reviews
This review is from: The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)
This book stands alone in offering REAL SCIENCE to explain, support and correct a frustrating and costly problem that knocks some talented people from the selling profession. Sales professionals tired of the jokes about the fear of rejection or psyche-em-up speeches will find real answers that they can customize to their own situation. Sales Managers will find alternatives to standing over their reps to enforce prospecting calls. Does it work for everybody?-no. Anyone determined to keep doing it their way can keep fighting the battle. But anyone motivated and serious about real success will find answers within these pages. I've added another "Bible" to my bookshelf with this volume
1 of 1 people found the following review helpful
2.0 out of 5 stars
Fuzzy, Flabby, Foolish, and just plain a waste of time,
By A Customer
This review is from: The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)
Looking at the other reviews on Amazon, I can only believe that they were written by the author, the publisher, their wives, children, and other close associates. I can't believe that those people read this book.Before I launch into my review, I have to say that this book seemed so useless that I quit reading after about 50 pages. The parts I read were choked with such vague generalities as to be totally useless. For example, a large chunk of the book involves categorizing the nature of a person's sales call reluctance. Some of the attributes they say to look for one of their reluctance types are: That's a literal quote. Take my word for it, I picked a page at random to illustrate the kind of "wisdom" you can expect to find here. Packed in between these little gems of insight are many many sidebars whose only purpose is to tell you how great the authors are. Having said all that, it does take the time to think about what factors impact sales call reluctance. Just considering the subject may be useful to somebody - I guess you can read it yourself and find out.
5.0 out of 5 stars
One of the top books for sales people,
By kathy martin (Nevada City, CA) - See all my reviews
This review is from: The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)
A selection test guy I think his name was Donald Barnett came to our company meeting over a year ago and gave a talk that ranted against this book. Somebody that says he knows him said several of the rants here on amazon were written by him using different names. He seemed so passionate I believed him so I never bought it. Then I heard Tony Parinello interview the authors on his radio show a couple of weeks ago. Hold the phone! Tony gave it a glowing endorsement so I bought it. Tony has my respect for writing Selling To Vito and he has my thanks for telling us about this book. Like Tony said, it's one of the best books he's ever seen for salespeople and people not in sales. I think people should read all the rants in the reviews and make up their own mind by opening the first pages right here on amazon and look at the table of contents to see what the ranters are leaving out. It doesn't make salespeople feel like idiots. It's more than just the author's giving their opinion. It's backed by scientific facts not just war stories from personal exerience. Boring? I don't think so. It's downright funny unless you are one of those self-glorious sales gurus. I wish I read the part on how to pick out unethical people when I started my career. To get into what this book teaches you have to want to make more money. If you do, this is the cheapest ticket in town. I guess that steams some people.
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