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.