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The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales
 
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The Psychology of Sales Call Reluctance: Earning What You're Worth in Sales (Paperback)

by George W. Dudley (Author), Shannon L. Goodson (Author)
3.5 out of 5 stars  See all reviews (6 customer reviews)

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Product details

  • Paperback
  • Publisher: Behavioral Sciences Research Press; 4 edition (Jun 1999)
  • Language English
  • ISBN-10: 0935907076
  • ISBN-13: 978-0935907070
  • Product Dimensions: 23.9 x 19 x 2.1 cm
  • Average Customer Review: 3.5 out of 5 stars  See all reviews (6 customer reviews)
  • Amazon.co.uk Sales Rank: 704,600 in Books (See Bestsellers in Books)

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Customer Reviews

6 Reviews
5 star:
 (3)
4 star:
 (1)
3 star:    (0)
2 star:    (0)
1 star:
 (2)
 
 
 
 
 
Average Customer Review
3.5 out of 5 stars (6 customer reviews)
 
 
 
 
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Most Helpful Customer Reviews

 
5 of 5 people found the following review helpful:
4.0 out of 5 stars Will work but you have to want it to and believe in it., 30 Aug 1999
By A Customer
The book worked for me. However, some of the tatics are goofy and you have to be willing to actually do them and believe in them in order for it to work. There is some very simple psychology behind the book. It combines behavior modification and thought intervention. In other words, by taking the time to write down some of your negative thoughts about the phone and calling, you become more aware of them and are able to recognize when you have them. It does not mean you have to write down every negative thought you have every time. Once or twice will usually do it. With the rubber band, this is nothing more than stopping your negative thought pattern. Again, once or twice is enough. I doubled my call volume, but I didnt have to do every exercise in the book to do it. And if you really dont think the techniques will work, they wont. I am a recruiter and I am now making one more placement per month than previously. Worth the money for me, and no bull crap motivation speeches!
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4 of 4 people found the following review helpful:
5.0 out of 5 stars Serious about generating more sales? MUST READ!, 26 Aug 1999
By A Customer
Upon reading this book the first time, it angered, hurt and upset me. The truth hurts. Being a courageous, goal-oriented, highly-motivated individual. . . I kept reading. The book answered the question as to my average, mediocre performance issue. I was call reluctant. Since seriously studying and applying the proper countermeasures, I make 10 times the money with 1/2 the effort. Admitting to behaviors that do not serve us, can be emotionally painful for a short time, but certainly not as emotionally draining as struggling with call reluctance on a daily basis. This book pointed out how costly call reluctance is financially and emotionally. After my initial anger and upset, I experienced tremendous relief. What this book did for me is make me realize that self-exploration contributes to human sanity.
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2 of 2 people found the following review helpful:
5.0 out of 5 stars A must-read for anyone in a contact-dependent profession!, 24 Aug 1999
By A Customer
A valuable book written to promote success in sales. Through anecdote, example, and directions, it addresses call reluctance - how it cripples careers and how to keep it from limiting one's own career. This book is the salesperson's bible!
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Most Recent Customer Reviews

5.0 out of 5 stars It Really Helps -- It Do!
If I could find Dudson and Goodley I'd give them a great big kiss! They helped me. They saved my life and I want to say thank you. Thank you. I got that call reclutnce. Read more
Published on 5 Aug 1999

1.0 out of 5 stars Biting the Hand that Endorses You
Complicated and boring book. I'm a salesperson who bought this book because I thought it would deliver on its promise. It doesn't. Read more
Published on 5 Aug 1999

1.0 out of 5 stars Pendantic and petulant
This book starts off with a lot of promise, but soon the reader gets bogged down in what is obviously Dudley & Goodson's serious inferiority complex masquarading as... Read more
Published on 5 Aug 1999

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