The Alligator Trap: How to Sell Without Being Turned Into a Pair of Shoes [Hardcover]

Edward R. del Gaizo (Author), David J. Erdman (Author), Kevin J. Corcoran (Author)

Book Description

Publication Date: May 1, 1996

A concise "how-to" selling guide, 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 pratical, simple-to-read sections--Establishing the Customer Relationship, Building Basic Skills, Identifying Buying Attitudes, and Partnering for the Long-Term.

Product Details

• Hardcover: 156 pages
• Publisher: Irwin Professional Publishing; First Printing edition (May 1, 1996)
• Language: English
• ISBN-10: 0786308567
• ISBN-13: 978-0786308569
• Product Dimensions: 8.1 x 5.4 x 0.5 inches
• Shipping Weight: 11.2 ounces
• Average Customer Review: 5.0 out of 5 stars  See all reviews (3 customer reviews)
• Amazon Best Sellers Rank: #2,108,385 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

8 of 8 people found the following review helpful:

5.0 out of 5 stars A practical, effective sales book for everyone, February 6, 1999

By A Customer

This review is from: The Alligator Trap: How to Sell Without Being Turned Into a Pair of Shoes (Hardcover)

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.

2 of 2 people found the following review helpful:

5.0 out of 5 stars The only sales book you'll ever need, August 22, 2000

By 

Wayne D. Ford (Lincoln, CA USA) - See all my reviews
(REAL NAME)   

This review is from: The Alligator Trap: How to Sell Without Being Turned Into a Pair of Shoes (Hardcover)

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" [e-mail]

5.0 out of 5 stars How To Sell Effectively, May 20, 2005

By 

G. Reid (Roseland, NJ) - See all my reviews
(REAL NAME)   

This review is from: The Alligator Trap: How to Sell Without Being Turned Into a Pair of Shoes (Hardcover)

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.