Summary of Time Traps

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Rating

7 Overall

8 Applicability

4 Innovation

7 Style

Recommendation

Countless tasks compete for a salesperson’s time every day. Salespeople who fall into these "time traps" sacrifice the hours they need to invest in their ultimate purpose: selling. Sales and work-life balance expert Todd Duncan identifies the eight most common time traps that snare salespeople (and other businesspeople, also), including the "identity trap," the "organization trap," the "control trap" and the "party trap." He explains how to dodge these traps and streamline your workday so that you devote most of your time to selling. He offers strategies for selling more in less time, such as nurturing relationships with high-value customers to generate repeat business and referrals. Duncan also suggests ideas about how to use all your new free time, offering guidelines for balancing your life outside of work. There is a Christian flavor to his advice, but it is subtle and shouldn’t deter those who are not spiritually oriented. This isn’t a magic formula for increasing sales or buying time; in fact, much of the information is not new. But getAbstract recommends it as a nicely packaged approach to maximizing the value of your time as a salesperson, not only in your workday, but also in your life.

In this summary, you will learn

  • Why being busy doesn’t mean you are being productive;
  • How to drop unnecessary tasks that eat your time;
  • How to sell more in less time; and
  • How to use unscheduled time to maximum advantage.
 

About the Author

Todd Duncan is author of the bestseller High Trust Selling. An expert on sales and work-life balance, he consults, conducts seminars, and publishes tapes and books.

 

Summary

"Time Traps"
Each salesperson faces an omnipresent challenge: how to spend your time doing what you want to be doing and should be doing - selling. Instead, salespeople find themselves whittling away hours doing everything but selling, including faxing, filling out forms, filing, answering...

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