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Call reluctance hits sales rookies and seasoned pros alike, and its impact is well- documented. In The Psychology of Sales Call Reluctance, Shannon Goodson. Sales call reluctance is the “social disease of the sales profession.” The Psychology of Sales Call Reluctance offers practical, field-tested and well- researched. 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.

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They are emotionally unable to. Here are the nine forms of call reluctance that sabotage sales opportunities: Dealing effectively with a difficult problem may help you overcome fear, a major cause of call reluctance. Al Jones rated it it was amazing Feb 04, Yes, a minor point, but one that after awhile becomes weary.

Presentations Plus David A. Kristen rated it really liked it Feb 05, Eryn rated it it was amazing Nov 06, All types of call reluctance have one symptom in common: A deadline focuses attention on a particular task.

They routinely avoid calling on or dealing with these people. Earning What You’re Worth in Sales. I found it of value to take the profile analysis first and then focus on the applicable sections. Looking for beautiful books?


Book Review: The Psychology of Sales Call Reluctance

We use reluctancd to give you the best possible experience. Vince Kozlowski rated it really liked it Dec 12, These prospecting killers are: As a follower of Albert Ellis’s work on Irrational Behavior Therapy it appears Dudley and Goodson are using those principles in changing behavior. All call-reluctant salespeople procrastinate.

We’re featuring millions of their reader ratings on our book pages to help you find your new favourite book.

Presents paychology research based assessment of the causes of sales call reluctance. I would rather do some more research first. The Psychology of Selling Brian Tracy. One common symptom All types of call reluctance have one symptom in common: Of course the book would be useless if it only diagnosed the illness without giving an appropriate and effective prescription to cure it.

Leadership and Self-Deception Arbinger Institute. They make very poor salespeople.

Pavan Kumar rated fo really liked it Nov 09, Yielders become too polite for the fear of appearing pushy or intrusive. The 12 Week Year Brian P. Maria Milanetti rated it really liked it Jun 03, But p rocrastination is their symptom, not their problem.

Book Review: The Psychology of Sales Call Reluctance |

Want to Read Currently Reading Read. You can beat procrastination simply by setting a deadline and sticking to it. Telephobia fear of using the phone to connect with prospects. In this week’s e-newsletter. It inhibits the use of the telephone when it comes to prospecting and self-promotion only. They all know what I do and they would contact me if they had a need. Many, if not most, sellers will have to have someone to both guide them through the book and to hold them accountable for executing the prescriptions.


Sales companies often misdiagnose this as a lack of training and spend enormous amounts of money teaching their sales people how to ask for referrals.

Sales Academy, Inc – 12 Types of Call Reluctance

Relax, recall past accomplishments and mentally visualize yourself easily managing those contacts. Jim rated it it was ok Jul 05, Type is important because when you know what type you are dealing with, you can use very specific methods to eliminate it. Now to the far more important tye issue: The Challenger Sale Brent Adamson.