The Psychology of

Sales Call Reluctance

by George W. Dudley

& Shannon L. Goodson

Order your copy today:


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®

Administrator Login

Latest news at BSRP.


SYDNEY -  AUSTRALIAN salespeople are among the most honest in the world, or at least less prone to exaggeration than most.  An international study of more than 140,000 people found... more

October 30th, 2012

Does a "Sales Personality" Guarantee Successful Salespeople?

Researchers say no, cite one critical behavior that trumps personality

Dallas, TX – October 30, 2012 – Attention, employers: A recent study of U.S. salespeople suggests that personality tests “put the cart before the horse” when it comes to predicting... more

Latest Press Release

March 2011

Wait...I’ll Do My Prospecting Right After I...  Why do people go into sales? To make money. But, that doesn’t make it wrong or improper...

Baylor Business: Research Report

New Research: Shy Salespeople

Dallas, April 7th

It’s infuriating! Having to endlessly wait — or clear your throat melodramatically — to get the attention of a salesperson is the...

Career Women’s Worst Enemies

SINGAPORE - WOMEN are their own workplace enemies when it comes to cracking the glass ceiling, with an international study finding they are less likely to promote themselves and network than their male counterparts....

But Wait, There's More - Honestly There Is

November 5th, 2012

What’s the Real Driver of Sales Success? (Hint: It’s Not Personality)

What’s the Real Driver of Sales Success?

While it is often thought that the at-ease extrovert is a natural salesperson, a recent study shows that personality does not predict sales success—rather, prospecting does.

The study has relevance for financial advisors, whose practices rise and fall on the strength of their ability to acquire clients, regardless of their savvy as planners or investors.

It’s not that one shouldn’t be rapport-oriented and listen and... more

November 22nd, 2012

A dose of sales therapy

A salesman walks into your office for his regular performance appraisal. He’s confident, charming, snappily dressed and could convince his grandmother to buy a jet ski.

You’ve seen him in action: he knows the product inside out, he has great presentation skills and is a shark for closing deals. And yet… He’s underperforming and you know he can do better. There’s something amiss and you just can’t put your finger on it. more

May 10th, 2016

New Study: Psych Test for Hiring Salespeople Finds Diamonds Others Miss

DALLAS, May 10, 2016 /PRNewswire/ -- Behavioral scientists unveiled a new on-line psychological test to help companies take the guesswork out of hiring top producing salespeople.  The new instrument, SPQ*GOLD/Full Spectrum Advocacy, measures competencies uniquely linked to high… more