The reading level for this article is Moderate

Since I earned my living for the five years prior to transitioning into my online Internet home based business, as a professional prospector I can highly recommend the content of George W. Dudley and Shannon L. Goodson’s book, if not always the style in which it is delivered, to anyone that teleprospects or engages in direct marketing. In their book The Psychology of Sales Call Reluctance; Earning What You’re Worth in Sales, these two address the psychology behind sales and what sets top preformers apart. This work came out of an earlier study done on reluctance behavior. They used a questionnaire to spot the best. of the best and define the critera that make up the body of the book.

Their work is very long with over 400 pages to digest. However, if you are willing to go the distance, and you can overlook the often critical review of other marketers within their book, you will discover how to beat the trepidation and hesitation that often confront even the best of sales people.

It is also a great read for closing sales and anyone running any business in any format needs to close with consistency and excellence. This text is full of gems that will transition nicely to an online business mentality.


This Entrepreneurship article was written by Gracie Bowers on 4/5/2006

Gracie Bowers is an industry established leader in reviewing and critiquing home based businesses. Her website, on home based business opportunities, provides a wide array of insite on available programs. You can even view thebest home based business which she uses to make her money, allowing her to have free time to write!