The Psychology of Call-Reluctance: How to Overcome the Fear of Self-Promotion

by George W. Dudley, Shannon L. Goodson

Book by Dudley, George W.

Genres: Business, Nonfiction, Psychology

192 pages, Hardcover

First published April 1, 1986

Reviews

[Lou]

This book is written for salesmen BUT . . .

. . . it is applicable to most people. Even if you're a lowly staff accountant somewhere pushing keys on a computer, there are things in this book which can help you live a better life.

--Wag--

[Tony Canas]

If you work in sales read this book today. It's a research based guide to help you make more sales calls (whether on the phone or in person). First it diagnoses you through a few quizzes and then it provides actionable solutions. Seriously don't wait, do it now. I know it's not available on Kindle and that's a pain, and it hasn't been updated since 1999 but it's seriously amazing.

[Kim Caudill]

As a follower of Albert Ellis's work on Irrational Behavior Therapy it appears Dudley and Goodson are using those principles in changing behavior. These behavior modifications extend to self promotion and self marketing.

A long read. I found it of value to take the profile analysis first and then focus on the applicable sections.

Dr Frank Lee (Dallas) has an excellent training program based upon Dudley's work.