Rating: 
Summary: Are *You* Earning What You're Worth?
Review: Let me get the negative out of the way first. The authors are just a bit sarcastic for my taste, and in particular, they take a number of what I think are cheap shots at Neuro-Linguistic Programming (NLP). Of course, since I'm a Meta-NLP / Neuro-Semantics Master Practitioner and Trainer, one would expect me to react that way, wouldn't one?In any event, if you can get past the sarcasm, the subtle and not-so-subtle putdowns of other folks in the sales training industry -- and I certainly did -- this book is great! It's filled with practical techniques for diagnosing whether or not you have call reluctance, which type you have, and what to do about it. The authors are psychologists who have studied the psychology of selling in excruciating statistical detail. Given that I'm a statistician myself as well as an executive sales coach, you can imagine why I like this book.
Rating: 
Summary: Fuzzy, Flabby, Foolish, and just plain a waste of time
Review: Looking at the other reviews on Amazon, I can only believe that they were written by the author, the publisher, their wives, children, and other close associates. I can't believe that those people read this book. Before I launch into my review, I have to say that this book seemed so useless that I quit reading after about 50 pages. The parts I read were choked with such vague generalities as to be totally useless. For example, a large chunk of the book involves categorizing the nature of a person's sales call reluctance. Some of the attributes they say to look for one of their reluctance types are:
* Over-concerned about making strong, favorable first impressions
* Women tend to wear designer clothes and flash - not just wear - pretentious jewelry
* Men tend to wear monogrammed shirts, designer suits and maintain a neat, fussy appearance That's a literal quote. Take my word for it, I picked a page at random to illustrate the kind of "wisdom" you can expect to find here. Packed in between these little gems of insight are many many sidebars whose only purpose is to tell you how great the authors are. Having said all that, it does take the time to think about what factors impact sales call reluctance. Just considering the subject may be useful to somebody - I guess you can read it yourself and find out.
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Summary: Can a sales book be literate, funny and genuinely helpful?
Review: Most sales books are predictable. This one is anything but. I didn't want to review it, but since it was in the stack, I thumbed a few pages and it caught my eyes, then my attention. It got me. That makes this book agile if nothing else. It has an operatic range, from some of the best writing I've ever seen in a sales book to subtle irreverence at times. Still even when it's razor whit slashes you, it never does so hurtfully. I showed it to several sales people and they all held it at a cynical arms length only to later ask if they could keep it! That's a first for me, and no sales book has escaped at least some criticism by my sales focus group. It has some of the most well thought out information sales people could ask for. This book tops the list and is possibly one of the best ever written. It is scripted by intelligent people for intelligent people. So sales reades just looking for more of the same are advised to pass this one buy. Those looking to elevate their skills and their reading should move it to the top of their shopping list.
Rating:
Summary: Review from a sales consultant
Review: One of the four reasons why salespeople fail -- and the most important -- is sales call reluctance. Nobody deals with this subject better than George Dudley and Shannon Goodson. They take science and make it understandable and practical. Their basic premise is that, all things being equal, the salesperson who gets in front of the most customers, wins. See more people, make more sales. All salespeople understand this. So why don't they just do it? This is explained in simple terms in this book and then the authors show you how to "just do it".
Rating:
Summary: My Opinion
Review: Simply put, wonderful! No "self-help" book ever did for me what this one did. I can't praise it enough. It's one of the very best I have ever read if you like results more than B.S.
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Summary: Financial Services
Review: Thank you for writing this book! As an attorney, it was unacceptable for me to do anything that could be perceived as soliciting business. However, when I returned to financial services, solicitation was critical to my success. I was struggling with shaking those constraints. Fortunately for me, you easily pinpointed the source of my reluctance which helped me to find a "prescription" that would be effective in my unique situation. Thank you again. LF
Rating: 
Summary: Will work but you have to want it to and believe in it.
Review: The book worked for me. However, some of the tatics are goofy and you have to be willing to actually do them and believe in them in order for it to work. There is some very simple psychology behind the book. It combines behavior modification and thought intervention. In other words, by taking the time to write down some of your negative thoughts about the phone and calling, you become more aware of them and are able to recognize when you have them. It does not mean you have to write down every negative thought you have every time. Once or twice will usually do it. With the rubber band, this is nothing more than stopping your negative thought pattern. Again, once or twice is enough. I doubled my call volume, but I didnt have to do every exercise in the book to do it. And if you really dont think the techniques will work, they wont. I am a recruiter and I am now making one more placement per month than previously. Worth the money for me, and no bull crap motivation speeches!
Rating: 
Summary: Save your money....
Review: The information in the book is too much. It is like drinking from a fire hose. I felt cheated after I bought the book. It does not help you get on phone.
Rating:
Summary: Powerful, innovative and pragmatic
Review: 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.
Rating:
Summary: You're Worth More
Review: The theories are down-to-earth and practical. The book is easy to read. Conventional wisdom is left in the dust. I have taken the SPQ Gold test and found the book very useful in providing me with prescriptions to what ails. As a result, I have notice a remarkable improvement in all my sales activities. This is a must read.
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