- Hardcover: 188 pages
- Publisher: American Management Association (2002)
- Language: English
- ISBN-10: 0814407358
- ISBN-13: 978-0814407356
- Product Dimensions: 9 x 6.2 x 0.9 inches
- Shipping Weight: 11.2 ounces
- Average Customer Review: 4.8 out of 5 stars See all reviews (4 customer reviews)
- Amazon Best Sellers Rank: #5,283,380 in Books (See Top 100 in Books)
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The 24 Sales Traps and How to Avoid Them Hardcover – 2002
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Top Customer Reviews
According to Canada, the most successful salespeople, sales teams, and sales organizations are guided and informed by six principles: Focus outside, get the most out of the best people, train effectively, create value, offer feedback and create opportunities for learning, and use the Internet and databases effectively. He illustrates each of these six by identifying and then examining 24 different sales traps, each of which violates one or more of the principles. He then explains how to avoid them. For example:
Sales Trap #6: Either Sales People Have It or They Don't
Action Points: Be patient, Give constructive feedback, and give consistent feedback that doesn't exclude anyone.Read more ›
Dick Canada in his book The 24 Sales Traps and How to Avoid Them has taken the time to identify common traps and provides 24 sales truth to accompany each trap. An added bonus is the Notes (Bibliography) where some good research is shared.
Consistent selling understands obstacle identification is necessary for sales success as noted in this other book be The Red Jacket in a sea of gray suits as well.
If you are having some sales challenges, then The 24 Sales Trap is a must read because many of the traps Canada lists are directly tied to your beliefs about marketing and selling.