Rating: 
Summary: Astoundingly good for a book on sales!
Review: This book is magnificent! I have been in sales and top sales management in communications for 40 years. I never had much of a good thing to say about any book on selling. Most were and are disappointments. This one is truely a breakthrough. Yes, if you're an excuse-maker, or prefer to whine and complain instead of making sales, you won't like it. You might even feel compeled to call the scientists who wrote the book, "fradulent" (read one of the reviews by Diaz.) Then read the book. The author's credentials are impeccable and they cover their steps with the one thing missing from "reviews" like diaz's, hard evidence.) People like Diaz are right about one thing. This book won't appeal to everyone. It is a serious affront to mediocrity! Speaking from experience, sales directors can't afford not to confront what's in this treasure. The part about Oppositional Reflex rattled my world and taught me how to "see" sales people who always have a lot to say but never seem to have a lot of sales. I challenge my colleagues in sales management to park their egos and read this book!
Rating:
Summary: Can't believe anyone would not like this book
Review: This book is real science for anyone associated with the sales profession. As a scientist myself, I appreciate the flawless logic and meticuloulsly worked insights. The citations are all properly referenced (unusual for any book of this genre!) and the applications are a welcome addition to the science of sales management. True, those who whince and wine about selling will likely be put off by this book. At times it lacks diplomacy, but never humor and civility, and wanna-be book reviewers will probably be put off by its no nonsense approach. But if I want a book on diplomacy, I will buy one. I'm an executive sales manager, and this book starts delivering what I want in the FIRST chapter. That's content I can use and results I can count. I can't speak for others, but for me, that is all that matters. E.Festinger, Ph.D.
Rating:
Summary: Critical to success!
Review: This book stands alone in offering REAL SCIENCE to explain, support and correct a frustrating and costly problem that knocks some talented people from the selling profession. Sales professionals tired of the jokes about the fear of rejection or psyche-em-up speeches will find real answers that they can customize to their own situation. Sales Managers will find alternatives to standing over their reps to enforce prospecting calls. Does it work for everybody?-no. Anyone determined to keep doing it their way can keep fighting the battle. But anyone motivated and serious about real success will find answers within these pages. I've added another "Bible" to my bookshelf with this volume
Rating:
Summary: Critical to success!
Review: This book stands alone in offering REAL SCIENCE to explain, support and correct a frustrating and costly problem that knocks some talented people from the selling profession. Sales professionals tired of the jokes about the fear of rejection or psyche-em-up speeches will find real answers that they can customize to their own situation. Sales Managers will find alternatives to standing over their reps to enforce prospecting calls. Does it work for everybody?-no. Anyone determined to keep doing it their way can keep fighting the battle. But anyone motivated and serious about real success will find answers within these pages. I've added another "Bible" to my bookshelf with this volume
Rating: 
Summary: Pendantic and petulant
Review: This book starts off with a lot of promise, but soon the reader gets bogged down in what is obviously Dudley & Goodson's serious inferiority complex masquarading as disagreeable, put-downs of sales gurus and anybody else who disagrees with them. Their smug cuteness really distracted me after awhile. Their approach to the problem of call reluctance is negative and patronizing, referring to salespeople with prospecting problems as "infected" and "toxic" individuals. The so-called prescriptions are complicated and esoteric beyond description. The research chapter was disjointed but interesting, in spite of Dudley & Goodson's arrogant assertions that only people at the author's intellectual level would understand and appreciate it. Dudley and Goodson could have used a good editor and writing coach for this vanity press re-release.
Rating:
Summary: One of the best
Review: This book was mentioned in another book I was reading on sales. It is awesome! This has to be the one book every veteran sales person reads. It's long and has detail only sales managers and trainers could love, but it has already helped me raise my sales figures 15% YTD. The author's are obviously informed scientists but unlike the hacks and quacks out there writing sales propaganda, this book really gets the job done. To top it off they have a cutting sense of humor. I can't remember ever laughing while I was learning stuff I didn't think I needed to know. I found out that what I didn't know was keeping me from several thousand dollars of annual income. They got through to me and if you are serious about sales they will get to you as well. I would give it 10 stars if you had that many.
Rating: 
Summary: You Can't Sell and Manage Sales without this book!
Review: This is one of the most helpful sales and sales management tools available in years. The authors help you diagnosis your challenges, and your sales forces challenges. Identify where many of these may have come from, and then the Rx to help yourself and your people. It was amazing to me to learn that most of the challenges we were facing had actually come from previous sales management, executive and training/consulting that was skewed from the very call reluctance challenges of these same "experts". Even if your company or sales management force doesn't embrace this program and provide it to you as an individual sales person - get this book, read it! It can make all the difference in what YOU want to accomplish in YOUR career in sales!
Rating:
Summary: Absolute winner! The real deal.
Review: This was one of the office presents I got for Christmas about two weeks ago. I confess I was put off and not just a little angry getting a book on selling. I'm a long time veteran of the sales wars. It's over 400 pages long and looks like a college textbook. Was I wrong. I just picked it up yesterday during a coffee break and haven't been able to stop talking about it since! It's not supposed to be motivational, but it's rekindled my attitude about being in sales. If I had to pick, I'd trade all my favorites for one copy of this book! It's the real deal we've been waiting for.
Rating:
Summary: Experienced sales people will love this book.
Review: What a surprise! I thought everything in how-to-succeed-in-sales books was recycled nonsense. This book is a true original. Experienced sales people will love it's no-nonsense style. I cannot imagine anyone in sales except maybe stay-at-home losers who would not get something from this book! I don't endorse books, but I heartily endorse this one!
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