The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson


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Call Reluctance, SPQ*Gold, SPQ*Gold/FSA, PsychScore and the Fear-Free Prospecting & Self-Promotion Workshop are registered trademarks of Behavioral Sciences.  ALL RIGHTS RESERVED.

Call Reluctance®

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The hesitation to initiate first contact with prospective buyers on a consistent daily basis is responsible for the failure of more competent, motivated, capable salespeople than any other single factor. Nothing else even comes close. If sales call reluctance has infected your sales force, you can stop wasting money on new product rollouts, expensive brochures, and high-dollar sales training. After all, what good are they if your salespeople don’t have enough prospects to sell to? Our workshops can help.

SALES TRAINING OVERVIEW

THE FEAR-FREE PROSPECTING & SELF-PROMOTION WORKSHOP® FOR SALESPEOPLE

November 7-8, 2017

The only training program in the world specifically engineered to help overcome career-limiting emotions due to sales call reluctance®. More Information

PICKING THE BLUE CHIPS: SPQ*GOLD/FSA ACCREDITATION

November 7-9, 2017

A three day educational course on the theory and application of testing to help find top producing salespeople, with emphasis on SPQ*GOLD/FSA. Also introduces participants to the latest BSRP assessments for selection and development. Designed for sales managers, executives, HR professionals, consultants and psychologists. More Information

ADVANCED MANAGEMENT TRAINING WORKSHOP: TRAIN-THE-TRAINER

November 7-10, 2017

A four day counter-offensive against the productivity-sapping causes and effects of sales call reluctance in individuals and organizations. Designed especially for sales managers, trainers, executives, consultants and psychologists. This program, along with the three online modules, will make you an accredited instructor of the Fear-Free Prospecting & Self-Promotion Workshop®. More Information

BSRP'S SEMINARS AND WORKSHOPS

NO PLATITUDES. NO TRICKS. NO GIMMICKS.

PERSONAL BEST: WORKSHOPS FOR ONE

Self-paced: 4 to 6 weeks

Overcoming emotional barriers requires more than good intentions. The self-limiting habits that threaten your productivity took root over time, and it takes time to break their hold. It also takes commitment and, perhaps most important of all, support. More Information

STYLELOGIX: SELLING STYLES MASTERY WORKSHOP

1 day

StyleLogix is not this year's fad du jour. It's a totally updated version of Behavioral Sciences' original analyses of how salespeople actually present products and services completed in the 1970's. Their factor analysis (a complex statistical procedure) of actual selling behaviors identified six distinct presentational themes, not four, or two or one. The six-factor solution is even more relevant today as margins shrink and competitive pressures increase. More Information