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The Psychology of Sales Call Reluctance
Reviewer: Paul McCord List Price: $22.95 Seldom do I review a book that has been on the market for years, much less decades. 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 poor condition I'd order the newest edition. After reading it again, I thought I'd do my small part to encourage as many sellers and sales leaders as possible to pick up a copy and set aside some time for some serious - and potentially highly productive reading. Authors George W.Dudley and Shannon L. Goodson are psychologists who have spent decades researching one of the key barriers to sales success - call reluctance.The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales(Behavioral Sciences Research Press, Inc: 5th Edition 2008) is designed to help sellers and sales leaders recognize the issues that are keeping them from prospecting effectively and to overcome them. Dudley and Goodson argue that sales call reluctant isn't as simple as the fear of rejection it is so often clamed to be, but instead can be any one or any combination of twelve different issues that prevent sellers from fully engaging in prospecting.
