Are You Relentless...or Reluctant?For generations, salespeople have possessed a well-defined reputation as outgoing, fearless, and audacious. But for many, the familiar stereotypes mask a darker reality. Far from being unstoppable selling machines, they struggle with a secret fear of prospecting. Whether on the phone, in person, online, or in front of groups, initiating contact with prospective buyers causes discomfort and distress. So they avoid it. Instead of making calls, they make excuses. It's a costly trade-off.Sales call reluctance - emotional hesitation to prospect - can be a career-killer. Studies show that up to 80% of new salespeople may fall victim to it. And 40% of veteran sellers have considered leaving the profession because of negative feelings toward prospecting.But it doesn't have to be that way.Building upon the pioneering research of call reluctance experts George W. Dudley and Shannon L. Goodson, authors Suzanne Dudley and Trelitha Bryant present proven strategies for busting through the barriers that keep talented, deserving salespeople from achieving success. No platitudes. No gimmicks. Just practical solutions, rooted in science and field-tested on thousands of salespeople around the world.Whether you sell a product, a service, or yourself, you can learn to overcome the fears that hold your career hostage. Become an effective advocate for your interests - proudly, ethically, and above all, relentlessly.

Relentless: The Science of Barrier-Busting Sales

Business & Money

Dudley, Suzanne C.

Bryant, Trelitha R.

Marketing & Sales

Behavioral Science Research Press, Incorporated

Overcoming the Fear of Self-Promotion
 Performance alone no longer determines success. Pioneering researchers George W. Dudley and Shannon L. Goodson discovered something more important: self-promotion. Some of the most highly-paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion.
 Some people are natural promoters. They are born with the instinct to self-promote. For others often the most loyal, motivated and deserving self-promotion is emotionally difficult. They are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion. 
 When the fear of self-promotion 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 single-handedly 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 step-by-step 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.

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

George W. Dudley

Shannon L. Goodson

See the best price to sell, buy or rent books by the Behavioral Science Research Press, Incorporated publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Behavioral Science Research Press, Incorporated