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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The Psychology of Selling Brian Tracy. Bob rated it it was amazing Sep 21, Your job is to drive the sales process, not slow it down.

The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales by George W. Dudley

Blue Ocean Shift Renee A. Believing that business and friendship don’t mix, they refuse to call on friends for business or even help in finding new business. Judge This Chip Kidd. Seldom do I review a book that has been on the market for years, much less decades. These prospecting killers are: This is why an accurate assessment is needed. So they put off these activities as often and as creatively as psyfhology can. Looking for beautiful books? For most salespeople, asking for referrals is appropriate and easy.

Attack the toughest problem first. I’m more of an advisor. John rated it really liked it Mar 14, Chris rated it it was amazing Nov 14, Dudley reluctanec Goodson lay out in detail six procedures and a couple of minor ones to counteract and correct the dozen call reluctance reeluctance. Goodson, the president and CEO of Behavioral Sciences Research, a firm dedicated to predicting, preventing, diagnosing and correcting psychological barriers to prospecting in cll. We’re featuring millions of their reader ratings on our book pages to help you find your new favourite book.

Establishing priorities focuses your attention on fewer, but more important things. For them, looking right is often more important than doing right. Want to Read Currently Reading Read. Bob rated it liked it Apr 03, Ty Arlint rated it liked it Aug 27, tne No trivia or quizzes yet.

Set priorities and focus on one goal at a time. Subscribe Today Get the latest customer psycholoby news and best practices delivered to your inbox.

Book Review: The Psychology of Sales Call Reluctance |

Here are four tips will help salespeople overcome procrastination:. This includes waiting for a callback from a prospect, waiting until a proposal is developed, waiting for a quote and waiting for a decision.

They critique often and become very defensive when challenged.

Persuasive Copywriting Andy Maslen. Look, my business card says I’m a transportation consultant not a used car sales person. Product details Format Paperback Dimensions x By using our website you agree to our use of cookies.

Salesperson usually finds it difficult to prospect for sales among personal friends or even to ask them for referrals. Retention Point Sles Skrob. Leadership and Self-Deception Arbinger Institute. Say It With Charts: Customer Centricity Peter Fader.

Book Review: The Psychology of Sales Call Reluctance

Kristen rated it really liked it Feb 05, They leave that to the lesser folk. They constantly yield their own right of way to others and then complain that they are taken advantage of.

Tell yourself you can jump over the temporary fear and discomfort.

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