{ "item_title" : "Pick Up the Phone", "item_author" : [" Holt Bannerman "], "item_description" : "You know you should be calling more leads. So why does your hand freeze every time you reach for the phone?If you've ever rewritten the same opening line for the tenth time, found seventeen urgent tasks to do before you dial, or replayed one harsh rejection for weeks while ignoring the ninety-seven calls that went just fine - you don't have a discipline problem. You have call reluctance, a well-documented, entirely treatable pattern that quietly costs salespeople more deals than bad leads, bad markets, or bad scripts ever will.Pick Up the Phone is a practical, judgment-free guide for anyone who is new to sales - or has been doing it a while and still dreads the dial tone. Written for real estate agents, insurance and financial advisors, account executives, recruiters, and small business owners who have to sell their own product, this book skips the hype and the just get over it pep talks. Instead, it walks you step by step through where call reluctance actually comes from, why your brain treats a stranger's no like a threat to your survival, and exactly what to do about it.Inside, you'll learn how to: - Understand the psychology behind call reluctance and stop mistaking it for laziness or a personality flaw- Catch and rewrite the catastrophic stories your mind tells you before you ever dial- Build a simple pre-call ritual that gets you moving even when motivation is nowhere to be found- Turn rejection into information instead of a verdict on your worth, using a five-second recovery you can start using today- Build genuine, durable confidence through repetition - not by waiting for fear to disappear first- Handle any objection calmly using the LAER framework (Listen, Acknowledge, Explore, Respond)- Set up a sustainable daily calling system built on activity, not just outcomes- Turn reluctant into relentless with habits that hold up even on your hardest weeksWhat's inside: ten focused chapters, each ending with a hands-on exercise, plus a complete 30-Day Call Confidence Challenge you can start using immediately - a day-by-day plan to take you from dreading the phone to picking it up without a second thought.Perfect for: brand-new salespeople terrified of their first cold call, experienced closers rebuilding confidence after a rough stretch, and sales managers looking for a resource to hand every new hire. No profanity, no empty hype, no unrealistic promises - just a clear, compassionate, evidence-based path from dread to consistency.", "item_img_path" : "https://covers1.booksamillion.com/covers/bam/3/94/453/170/3944531701_b.jpg", "price_data" : { "retail_price" : "59.99", "online_price" : "59.99", "our_price" : "59.99", "club_price" : "59.99", "savings_pct" : "0", "savings_amt" : "0.00", "club_savings_pct" : "0", "club_savings_amt" : "0.00", "discount_pct" : "10", "store_price" : "" } }

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