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

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Summary: One of the top books for sales people
Review: A selection test guy I think his name was Donald Barnett came to our company meeting over a year ago and gave a talk that ranted against this book. Somebody that says he knows him said several of the rants here on amazon were written by him using different names. He seemed so passionate I believed him so I never bought it. Then I heard Tony Parinello interview the authors on his radio show a couple of weeks ago. Hold the phone! Tony gave it a glowing endorsement so I bought it. Tony has my respect for writing Selling To Vito and he has my thanks for telling us about this book. Like Tony said, it's one of the best books he's ever seen for salespeople and people not in sales. I think people should read all the rants in the reviews and make up their own mind by opening the first pages right here on amazon and look at the table of contents to see what the ranters are leaving out. It doesn't make salespeople feel like idiots. It's more than just the author's giving their opinion. It's backed by scientific facts not just war stories from personal exerience. Boring? I don't think so. It's downright funny unless you are one of those self-glorious sales gurus. I wish I read the part on how to pick out unethical people when I started my career. To get into what this book teaches you have to want to make more money. If you do, this is the cheapest ticket in town. I guess that steams some people.

Rating:
Summary: One of the best books for sales people ever!
Review: A terrific bargain! Recruiting people for sales and not giving them a copy of this book should be a felony! Compared to what I've paid to attend sales stars seminars to actually get less usable material, this book is a genuine find!

Rating:
Summary: A must-read for anyone in a contact-dependent profession!
Review: 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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Summary: A well written and researched book...
Review: An updated edition of Earning What You're Worth, this book provides an intriguing analysis of the underlying fears and beliefs that inhibit our ability to positively promote ourselves, thereby limiting our financial success. The discussion throughout the book focuses on the behaviors of sales professionals, yet it has applications to anyone who must initiate contact with others -- in a business or social setting. As you read this book, you will more than likely recognize some of your own behaviors and hopefully some ways to improve your ability to accomplish your own personal and financial goals.

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Summary: A psycologist's point of view...?
Review: Big disappointment! I found very little material in this book usable. It is written for the academic reader (written by academics) accustomed to linking factual data to more factual data concluding with an 'educated' idea of how to do something. It is written using plenty of psycho-babble, with plenty of 'what to do' to confuse any possible rendering of a full resolution to the issue of natural cold call jitters. I found this book to be useless and of very little value.

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Summary: Biting the Hand that Endorses You
Review: Complicated and boring book. I'm a salesperson who bought this book because I thought it would deliver on its promise. It doesn't. If I had the patience and discipline to fill out all the forms and zap myself with a rubber band in public like these people suggest, I don't think I'd be call reluctant in the first place. I really bought the book on the strength of the endorsements on the back cover. I couldn't believe these reputable sales trainers would endorse a book that goes out of its way to demean and minimize the work for which they are famous. Oh well, I guess they didn't want to finish reading it, either.

Rating:
Summary: Critical to success
Review: Ever try to find you way somewhere when the street signs are missing, or you had the wrong map? A positive attitude in that case will only get you lost quicker, but with a smile on your face. People assume a sales person with the right attitude will succeed, but without the map and directions provided in this books many risk never making it. Every sales manager should read it and learn these concepts. Every sales professional who is committed to their dream should make it part of their future

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Summary: GREAT--SUCCESS CAN BE LEARNED FROM THIS TITLE!
Review: Excellent book, not only does it clarify how to engage in self promotion, it allows the reader to understand how to promote one's strenghts and limit one's weaknesses. For anyone, who wants to be successful but is not sure how to get there--this book will DEFINETLY help you...Great book.....

Rating:
Summary: For true students of selling
Review: For many years most sales instructional material was from one of two camps. Either it was some attempt to reinvent the famous Xerox model, or it was filled with personal war stories and self aggrandizement. (See Tom Hopkins book in the "Dummies" series.) No more! This book comes at the science side of selling from a fresh perspective. The authors are neither sales people nor sales trainers, they are psychologists. As such their perspective is based purely on what they have been able to observe and measure. The authors have gotten to the bottom of most sales slumps... People simply stop making calls. The reason? Sales call reluctance. Pretty obvious right? But, the book doesn't just state the obvious, which is, if you've stopped making calls, start making them and you will end your slump. They have broken the causes for call reluctance into 12 different origins. They help you zero in on the reasons that keep you from earning what you are worth and then offer specific and scientific methods to help get back on track. It's a keeper. I highly recommend it.

Rating:
Summary: Personally fulfilling and financially rewarding.
Review: For over 25 years, I've been studying techniques that help recruiters succeed. The information in The Psychology of Sales Call Reluctance is among the best I've seen.

Jeff Allen, The Fordyce Letter