Earning What You're Worth?: The Psychology of Sales Call Reluctance

Rating:
Summary: Oh my god, this book is dull.
Review: Okay folks. I have a bachelor's degree in Psychology and have been putting it to work as a real estate agent for over three years now. Presumably you are looking at this book because you want to improve your numbers and make more sales.

This is not the book for you. I will say that the science is excellent. It is extremely well researched and documented. The book would stand up well in any scholarly journal.

However, it does not serve to motivate or improve ones ability to make calls. In the business of Sales we are looking for motiviation to get on that phone or in front of that next client. This book attempts to identify why we fear making calls and how to confront that fear. But in its painstaking examination of ones personality type it gets incredibly dull. So achingly dull, in fact, that even those among us most determined to find a reason not to make our calls today become forced to find another call avoiding alternative due to sheer mind numbing boredom.

If you are looking for an excellent way to fall asleep at night buy this book. If, on the other hand, you are looking for a way to make those calls just a little bit easier, go somewhere else. This book will not do it. In this case, naming your fear does not tame it.

Rating:
Summary: A well written and researched book . . .
Review: This book provides an intriguing analysis of the underlying fears and beliefs that inhibit our ability to positively promote ourselves, thereby limiting our financial success. The discussion throughout the book focuses on the behaviors of sales professionals, yet it has applications to anyone who must initiate contact with others--in a business or social setting. As you read this book, you will more than likely recognize some of your own behaviors and hopefully some ways to improve your ability to accomplish your own personal and financial goals.