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

Sales call reluctance is the "social disease of the sales profession." The Psychology of Sales Call Reluctance offers practical, field-tested and well-researched technologies to diagnose and overcome career-limiting emotions that keep talented, capable people from earning what they are worth.

George Dudley and Shannon Goodson are recognized as the world's leading authorities on sales call reluctance and the fear of self-promotion. For almost thirty years they have studied the reasons why so many talented, hard-working people fail to earn what they are worth. With backgrounds in science, research to them is not a hobby. It's a lifestyle. SPQ*GOLD, the intricate diagnostic test they constructed in 1982, is without peer as the only diagnostic test ever constructed which measures all 12 sub-types of sales call reluctance. It is one of the most extensively validated psychological sales assessment instruments in use today and is the most widely used test of its type in the world.

Dudley earned a Bachelor's degree in psychology from Baylor University and a Master's degree in experimental psychology from North Texas State University. He began working with tests in the Field Testing and Evaluation unit of the U.S. Marine Corps and for many years headed the Field Testing and Research Department of a major U.S. corporation. His pioneering research into the Inhibited Social Contact Initiation Syndrome (ISCIS) and its offspring, sales call reluctance, is recognized by popular and professional media including CNN, the Financial Times of London, the Sydney Times Herald, and the American Psychological Association's Society for Industrial and Organizational Psychology. He has made countless appearances on radio and television news programs throughout the U.S. and in several other countries.

Dudley's work has been honored in Who's Who in Science and Engineering, Who's Who in America and many other honorary publications. He is a member of the American Academy for the Advancement of Science, The American Psychological Society, and the Southwestern and Southeastern Psychological Associations, and the Society for Applied Multivariate Research.

Goodson holds both a Bachelor's and a Master's degree in psychology from Lamar University. An experienced psychotherapist, author, researcher and counselor, she is also a noted expert on women in the business world. Her research is recognized by popular and professional media including CNN, The Australian, Dallas Woman, Texas Business and has been presented to professional associations including the European Congress for Behavioral and Cognitive Therapies. Goodson's work has been honored in Who's Who of American Women, Who's Who in America and many other honorary publications. She is a member of the American Psychological Association, the Southwestern and Southeastern Psychological Association.