Relentless

The Science of Barrier-Busting Sales

De: Suzanne C. Dudley, Trelitha R. Bryant

Narrado por: Suzanne C. Dudley

Are you relentless...or reluctant?

For generations, salespeople have possessed a well-defined reputation as being outgoing, fearless, and audacious. But for many, the familiar stereotypes mask a darker reality. Far from being unstoppable selling machines, they struggle with a secret fear of prospecting.

Whether on the phone, in person, online, or in front of groups, initiating contact with prospective buyers causes discomfort and distress. So, they avoid it. Instead of making calls, they make excuses. It’s a costly trade-off. Sales call reluctance - emotional hesitation to prospect - can be a career-killer.

Studies show that up to 80 percent of new salespeople may fall victim to it. And 40 percent of veteran sellers have considered leaving the profession because of negative feelings toward prospecting. But it doesn’t have to be that way.

Building upon the pioneering research of call reluctance, experts George W. Dudley and Shannon L. Goodson along with authors Suzanne Dudley and Trelitha Bryant present proven strategies for busting through the barriers that keep talented, deserving salespeople from achieving success.

No platitudes. No gimmicks. Just practical solutions rooted in science and field-tested on thousands of salespeople around the world. Whether you sell a product, a service, or yourself, you can learn to overcome the fears that hold your career hostage.

Become an effective advocate for your interests - proudly, ethically, and above all, relentlessly!

©2020 Behavioral Sciences Research Press, Inc (P)2020 Behavioral Sciences Research Press, Inc

A great read on based scientific research.

I really enjoyed this book. The subject matter was
new to me very interesting.

Every Sales Warrior must read this book

I have been following BSRP’s work for almost 20 years. This is the best book available for explaining how Sales Reluctance can and does hold Sales Professionals back from earning what they are truly worth. The evidence in this book and BSRP’s research has been part of my Warrior Selling training program since I started.

Thank you,

Jason Forrest
FPG

Pompous Academic Babble

I could not get through this. It's bad enough that the author reads her own book in an annoying, flat, sarcastic twang. But on top of that the often self-congratulating studies the book keeps promising are useless divisions and subdivisions of types are not very insightful or groundbreaking (more than 16 if you count the equally inane "imposter" types the book is quick to dismiss often, i.e. - if this is the style you may have, go find another book). Most grating is the condescending way these academician authors discuss sales professionals in a way that shows they themselves have never sold anything in their lives, including this academic babble in this book. So many better books from the "real world" out there on this subject of sales call reluctance.