FOR IMMEDIATE RELEASE
(Dallas, TX) – Behavioral Sciences
Research Press poses the question once again
in the recently released fourth edition
of The Psychology of Sales Call Reluctance®:
Earning What You're Worth in Sales.
Behavioral scientists and best-selling
authors George W. Dudley and Shannon L.
Goodson have found that performance alone
does not determine success. In today's competitive
markets, success also requires self-promotion.
Some of the best salespeople, highest paid
professors, most quoted scientists and most
powerful executives did not attain their
positions by being most technically competent
in their field. They did it through purposeful
self-promotion. In The Psychology of Sales
Call Reluctance, the authors draw on their
international reputation for down-to-earth
theories and practical advice developed
over 30 years of pioneering research in
this area.
For a fortunate few, self-promotion is
an instinct that comes easily. These so-called
"natural self-promoters" include
Anthony Robbins, Tiger Woods and Madonna.
Like top-notch salespeople and empire building
entrepreneurs everywhere, they seize opportunities
to make themselves visible...anytime, anywhere.
But for many 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.
Dudley and Goodson have discovered that
this fear manifests itself in a common phenomenon
they term "sales call reluctance®,"
which keeps salespeople from achieving their
career potential by limiting the number
of prospective buyers they are able to contact.
In The Psychology of Sales Call Reluctance®
the authors offer practical exercises and
innovative techniques to help people recognize
and overcome the self-limiting behaviors
that keep them from earning what they're
worth. Although written originally for salespeople,
anyone who has to practice visibility management
to get ahead can benefit from reading this
book.
The Psychology of Sales Call Reluctance®:
Earning What You're Worth in Sales is published
by Behavioral Sciences Research Press, Inc.
and is available in bookstores nationwide
or on amazon.com. The suggested retail price
is $22.95. Visit our web site at www.BSRPInc.com.
So when was the last time you asked for
a raise?
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