The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales by George W. Dudley, Shannon L. Goodson (Behavioral Sciences Research Press, Inc., 2007)
The Psychology of Sales Call Reluctance: Earning What You’re Worth in Sales
This psychology focuses on many people’s inability to deliver their important message with ease and confidence. Essentially, the book deals with becoming a master at self-promoting in the right way.
The Psychology of Sales Call Reluctance discusses how the fear of “inconveniencing” the caller paralyzes some salespeople, preventing them from growing their business exponentially. In fact, the authors note that “sales call reluctance single-handedly accounts for over half of all failures in one of the largest professions in the world.” They even refer to it as a “social disease” and “emotionally uncomfortable.”
Dudley and Goodson even used Behavioral Sciences Research Press studies to come up with some disappointing stats, including:
Almost 90 percent of salespeople participants had one or more forms of sales call reluctance
Up to 80 percent of all new producers who enter sales positions fail to complete their first year in sales
40 percent ofall experienced, high-producing sales professionals readily admit to one or more episodes of sales call reluctance severe enough to threaten their continuation in sales.
Read my blog post on Releasing the Reluctance here >>
A follow up from Tony Robbin’s #1 New York Times bestseller Money: Master the Game. This new book is a step-by-step playbook, taking you on a journey to transform your financial life and accelerate your path to financial freedom. I like that he has given advice on how to put together a simple, actionable plan that will deliver true financial freedom and strategies from the world’s top investors on how to protect yourself and your family and maximize profit from the inevitable crashes and corrections to come.
Unshakeable: Your Financial Freedom Playbook
Tony Robbins interviewed more than 50 of the most legendary investors at work today including John Bogle, Warren Buffett, Paul Tudor Jones, Ray Dalio and Carl Icahn. This book is a blueprint for securing financial freedom. He gives advice about taking control of your financial decisions, to setting up a savings and investing plan, and even dives into destroying myths about what it takes to save and invest.
MONEY Master the Game: 7 Simple Steps to Financial Freedom
On the Road by Jack Kerouac (Penguin 20th Century Classics, 1990)
John Maxwell believes that any setback, whether professional or personal, can be turned into a step forward when you possess the right tools to turn a loss into a gain. Drawing on nearly fifty years of leadership experience, Dr. Maxwell provides a roadmap for winning by examining the eleven elements that constitute the DNA of learners who succeed in the face of problems, failure, and losses. Learning is not easy during down times, it takes discipline to do the right thing when something goes wrong. As John Maxwell often points out, experience isn’t the best teacher–evaluated experience is.
Sometimes You Win–Sometimes You Learn: Life’s Greatest Lessons Are Gained from Our Losses