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The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales,Used
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Overcoming the Fear of SelfPromotionPerformance alone no longer determines success. Pioneering researchers George W. Dudley and Shannon L. Goodson discovered something more important: selfpromotion. Some of the most highlypaid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful selfpromotion.Some people are natural promoters. They are born with the instinct to selfpromote. For others often the most loyal, motivated and deserving selfpromotion is emotionally difficult. They are rendered invisible by a spiritcrushing condition the authors call the fear of selfpromotion.When the fear of selfpromotion 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 singlehandedly 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 stepbystep directions, you will discover what sales call reluctance really is, how it cripples careers, and how to keep it from limiting your career.Exchanging white lab coats for blue jeans practicality, the authors, top international authorities on sales call reluctance, guide you through the treacherous myths and subtle misunderstandings which make sales call reluctance the social disease of the direct sales profession. You ll discover key concepts and proven techniques for evicting fear from your career.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: What is the main focus of 'The Psychology of Sales Call Reluctance'? A: The book focuses on understanding and overcoming the fear of self-promotion, which the authors refer to as sales call reluctance. It highlights how this fear can hinder sales professionals from effectively reaching out to potential clients.
- Q: Who are the authors of this book? A: The authors of 'The Psychology of Sales Call Reluctance' are George W. Dudley and Shannon L. Goodson, both of whom are recognized experts in the field of sales.
- Q: What can readers expect to learn from this book? A: Readers can expect to learn about the psychological barriers to self-promotion, techniques to overcome these barriers, and how to improve their sales performance by managing their visibility.
- Q: Is this book suitable only for sales professionals? A: While the book is primarily aimed at salespeople, it offers valuable insights for anyone who needs to practice self-promotion and visibility management in their career.
- Q: What edition of the book is available? A: The available edition of the book is the 5th edition, published on November 15, 2007.
- Q: How many pages does the book contain? A: The book contains a total of 454 pages.
- Q: What type of binding does this book have? A: The book is available in paperback binding, making it easy to handle and read.
- Q: What condition is the used book in? A: The used book is described as being in good condition, indicating it is likely well-preserved and readable.
- Q: Does the book provide practical examples or techniques? A: Yes, the book includes anecdotes, examples, and step-by-step directions to help readers understand and apply the concepts discussed.
- Q: What is the significance of self-promotion in sales according to the authors? A: The authors emphasize that self-promotion is crucial for success in sales, often outweighing technical skills, as it enables salespeople to connect with potential buyers and enhance their careers.