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

Book Description
Sales Call Reluctance^® is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.

Synopsis
Although originally written for salespeople, their managers, trainers, and consultants, this book will help men and women from all walks of life to overcome the career-limiting feelings that keep them from achieving success. With an irresistible combination of razor-sharp clarity and constructive warmth, the authors offer key concepts and proven techniques for evicting call reluctance(the fear of self-promotion that victimizes salespeople) from your career.

From the Back Cover
Performance alone no longer determines success. Pioneering researchers Dudley and Goodson discovered something more important: self-promotion. Some of the most highly paid and powerful people did not attain their positions by being the most technically competent. They did it through purposeful self-promotion.

Some people are natural self-promoters. They are born with the instinct to self-promote. For others, often the most loyal, motivated and deserving, self-promotion is emotionally difficult. They are rendered invisible by a spirit-crushing condition the authors call the fear of self-promotion.

When the fear of self-promotion victimizes salespeople, emotionally limiting their ability to initiate contact with prospective buyers, it's tagged sales call reluctance. Far more than the fear of making cold calls or using the telephone, sales call reluctance^® obstructs all forms of prospecting for new business. And it costs. Each year, sales call reluctance single-handedly accounts for over half of all failures in one of the largest professions in the world.

Although written primarily for salespeople, anyone who has to practice visibility management to get ahead can benefit from reading this book. Through anecdotes, examples and step-by-step directions, you will discover what sales call reluctance^® really is, how it cripples careers and how to keep it from limiting your career.

"Your most valuable asset is your earning ability, and in this practical, insightful book, you'll learn how to increase your value and your income continuously throughout your career. It's worth its weight in gold." - Brian Tracy

"The key to success and recognition...down-to-earth theories and practical advice." - The London Financial Times

"In today's global arena, where change rules and knowledge is power, you either are a leader or a loser. This book is your passport to survive and thrive in the new era. It will get you promoted instead of downsized, teach you how to become CEO of your own life and make your career 'fireproof'." - Denis Waitley

About the Author
George Dudley and Shannon Goodson are recognized as the world's leading authorities on sales call reluctance^® and the fear of self-promotion. For almost thirty years they have studied the reasons why so many talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It's a lifestyle.

SPQ*GOLD^®, the intricate diagnostic test they constructed in 1982, is without peer as the only diagnostic test ever constructed which measures all 12 sub-types of sales call reluctance. It is one of the most extensively validated psychological sales assessment instruments in use today and is the most widely used test of its type in the world.

Dudley earned a Bachelor's degree in psychology from Baylor University and a Master's degree in experimental psychology from North Texas State University. He began working with tests in the Field Testing and Evaluation unit of the U.S. Marine Corps and for many years headed the Field Testing and Research Department of a major U.S. corporation. His pioneering research into the Inhibited Social Contact Initiation Syndrome (ISCIS) and its offspring, sales call reluctance, is recognized by popular and professional media including CNN, the Financial Times of London, the Sydney Times Herald, and the American Psychological Association's Society for Industrial and Organizational Psychology. He has made countless appearances on radio and television news programs throughout the U.S. and in several other countries.

Dudley's work has been honored in Who's Who in Science and Engineering, Who's Who in America and many other honorary publications. He is a member of the American Academy for the Advancement of Science, The American Psychological Society, and the Southwestern and Southeastern Psychological Associations, and the Society for Applied Multivariate Research.

Goodson holds both a Bachelor's and a Master's degree in psychology from Lamar University. An experienced psychotherapist, author, researcher and counselor, she is also a noted expert on women in the business world. Her research is recognized by popular and professional media including CNN, The Australian, Dallas Woman, Texas Business and has been presented to professional associations including the European Congress for Behavioral and Cognitive Therapies. Goodson's work has been honored in Who's Who of American Women, Who's Who in America and many other honorary publications. She is a member of the American Psychological Association, the Southwestern and Southeastern Psychological Association.

Adapted from The Psychology of Sales Call Reluctance^® by George W. Dudley and Shannon L. Goodson, ©1992-1999, Behavioral Sciences Research Press, Inc., Dallas, TX USA. ALL RIGHTS RESERVED. Reprinted with permission.