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Title: The Psychology of Sales Call Reluctance: Earning What You're Worth by George W. Dudley, Shannon L. Goodson ISBN: 0-935907-07-6 Publisher: Behavioral Science Research Pr Pub. Date: June, 1999 Format: Paperback Volumes: 1 List Price(USD): $22.95 |
Average Customer Rating: 4.32 (34 reviews)
Rating: 2
Summary: Fuzzy, Flabby, Foolish, and just plain a waste of time
Comment: 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.
Rating: 5
Summary: One of the best of the best
Comment: I heard Tony Parinello on his radio show tell everyone how he read this book in a monastary in Nepal. How could it be that good? I have probably browsed through hundreds of sales books from Tom Hopkins to Miller and Heiman, so I didn't think this one could add much to what I already know. Tony was right and I was wrong. This is not a good book for salespeople, it's a great book every sales person should read at least once. Sales managers should read it five times.
Rating: 5
Summary: My Opinion
Comment: 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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Title: Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off by Paul S. Goldner ISBN: 0814478808 Publisher: AMACOM Pub. Date: October, 1995 List Price(USD): $17.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by D Stephen E./Sanchez Heiman ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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Title: Fear-Free Selling - How To Become Absolutely Fearless Selling Anything: Products, Services, Even Yourself. by Scott Sindelar ISBN: 1929072937 Publisher: Booklocker.com Pub. Date: 23 April, 2001 List Price(USD): $22.95 |
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Title: Cold Calling Techniques that Really Work! by Stephan Schiffman ISBN: 1580620760 Publisher: Adams Media Corporation Pub. Date: April, 1999 List Price(USD): $8.95 |
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