Top positive review
33 people found this helpful
Powerful, innovative and pragmatic
on August 5, 2002
The Psychology of Sales Call Reluctance will help you truly Earn What You're [REALLY] Worth.Although I have long been a fan of the motivational books and still feel they have a place in success, too often, as pointed out by Dudley and Goodson, sales people ignore what they really need the most.For example, someone who is great at setting goals but a poor organizer goes to all the goal and motivation seminars, reads all the books and listens to all the tapes on those subjects but ignores organization.Some of the prescriptions such as *thought zapping, *sensory injection*negative image projection *thoughtrealignment and target reversal can eliminate negative thought habits in prospecting and making sales calls. I've used them. They work.The call reluctance self rating scale on pages 27, 28 and 29 will help you to identify your own individual type of call reluctance or call imposter.I think some sales people have been giving this book low scores because you won't find the silly, feel good type of fluff that is in other popular sales training guides or techniques on how to close a sale. Sales judo, features and benefits, gimmicky or 1980's type sales techniques that don't work anymore etc. This book will show you how to identify weaknesses in your sales personality that can help turn you into a sales winner.For more on sales technique I recommend Advanced Selling Techniques, Close the Deal or the Sandler Sales Method.We've entered a new millenium and these technques will be a powerful tool for all sales people who want to excel in the 21st century.Good luck and great selling to you.