The Alligator Trap

This great how-to book covers the entire sales process. It is a valuable tool for all sales people, both new and experienced. It was published in 1996. Really, nothing much has changed in sales since then.

This outstanding book spells out all the critical areas of knowledge and skill needed to sell successfully. If it is possible to learn to be a top salesperson from a book, this would be the book. Sales is a tough game and this book can help smooth out the rough spots. The specifics on opening, closing, and handling objections and problems are especially helpful. Great for all types of sales and salespeople.Wayne D. Ford, Ph.D., author of "The Salesperson's Stress Management Guide" [email protected]

The book is full of tips and techniques from opening the call, to handling that difficult customer, to staying in touch with those that didn't even buy from you!. It is so well organized, it makes finding what you want extremely easy. At first, I figured it was just another how-to-sell book, but after both novice and veteran salespeople told me about it, I had to see for myself. Now, I keep it in my attache and refer to it often.