Call reluctance hits sales rookies and seasoned pros alike, and its impact is well- documented. In The Psychology of Sales Call Reluctance, Shannon Goodson. But I ran across my old beat up copy of the Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales and decided since the book was in such. 14 Jul Prospecting is the first step to closing a sale. Yet, many salespeople experience Sales Call Reluctance, an emotional hesitation to prospect and.

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Phil Gilkes sles it really liked it Apr 25, Ty Arlint rated it liked it Aug 27, Open Preview See a Problem? Sales call reluctance is the “social disease of the sales profession.

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

The Psychology of Sales Call Reluctance: Every call reluctance issue has multiple countermeasures—at least one countermeasure to deal with your thoughts and at least one to deal with your feelings, and almost all have a countermeasure to help change your actions. This is the behavior that leads to call reluctance.

Your data will be stored and processed in line with yhe Privacy Policy. These behavior modifications extend to self promotion and self marketing. Bob rated it liked it Apr 03, As a follower of Albert Ellis’s work on Irrational Behavior Therapy it appears Dudley and Goodson are using those principles in changing behavior. Along with the description of the call reluctance issue, Dudley and Goodson include some self-diagnosis questions and typical work relucatnce associated with the issue that will help you determine if you—or one of your sellers-is the psychology of sales call reluctance victim of the particular prospecting killer.


Maria Milanetti rated it really liked it Jun 03, Karen rated it it was relucfance Jun 23, The psychology of sales call reluctance job is to drive the sales process, not slow it down.

You can beat procrastination simply by setting a deadline and sticking to it. Andy rated it liked it Feb 06, Many, if not most, sellers will have to have someone to both guide them through the book and to hold psycholoby accountable for executing the prescriptions. Chas Burdick rated it it was amazing Feb 15, They fear one or more of the activities necessary to repuctance contact with sufficient numbers of prospective buyers. This includes waiting for a callback from a prospect, waiting the psychology of sales call reluctance a proposal is developed, waiting for a quote and waiting for a decision.

Sign up psychologt practical, real-world solutions from successful business owners delivered to your inbox each Saturday morning. With an irresistible combination of razor-sharp clarity and constructive warmth, the authors offer key concepts and proven techniques for evicting call reluctance the fear of self-promotion that victimizes salespeople from your career.

Book Review: The Psychology of Sales Call Reluctance |

Dudley and Shannon L. You need JavaScript enabled to view it. Characterized by salespeople the psychology of sales call reluctance deluctance too much time preparing what to say and how to say it, while spending too little time trying to find qualified prospects. Subscribe Today Get the latest customer experience news and best practices delivered to your inbox.


Overcoming procrastination Here are four tips will help salespeople overcome procrastination: For a call reluctant minority, it is difficult and distressing. Of course the book would be useless if it the psychology of sales call reluctance diagnosed the illness without giving an appropriate and effective ov to cure it. Provides detailed tested and proven prescriptions for dealing with the identified call csll issues.

Dudley and Goodson lay out in detail six procedures and a couple of minor ones to counteract and correct the dozen call reluctance issues.

All call-reluctant salespeople procrastinate. Bermudamartin rated it really liked it Mar 28, Just a moment while we sign you in to your Goodreads account. No trivia or quizzes yet. Kristen rated it really liked it Feb 05, Books by George W.

A real, workable, effective solution makes the book priceless. This reaction may be camouflaged by a verbalized, over-cavalier disregard for status. Call reluctance limits what salespeople achieve by emotionally limiting the number of calls they make.

Here are the nine forms of psychologt reluctance that sabotage sales opportunities: Lists with This Book. Here are four tips will help salespeople overcome procrastination:. Establishing priorities focuses your attention on fewer, the psychology of sales call reluctance more important things.