The Alligator Trap : How to Sell Without Being Turned into a Pair of Shoes Book

With market demands and requirements for effective selling techniques in a state of flux,salespeople are finding it increasingly tough to access decision makers and differentiate themselves from fierce competition. Just what sets a salesperson apart? The cornerstone of all productive sales calls is customer relationships. A concise "how to" selling guide,The Alligator Trap cautions against becoming an alligator—a salesperson with little eyes,little ears,and a big mouth. Authored by the president and executive staff of sales and service training leader,Learning International,The Alligator Trap is written for all salespeople—from the rookie to the seasoned veteran. Based on solid research and first-hand experience,it is smartly organized into four practical,simple-to-read sections: Establishing the customer realtionship; Building buying skills; Identifying buying attitudes; Partnering for the long-term. Loaded with anecdotes,strategies and tips for success,the Alligator Trap shows readers how to uncover goals in sales calls,resolve misunderstandings and maintain a competitive advantage.