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The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite

The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite

Michael Port, Elizabeth Marshall

ISBN: 978-0-470-23790-8

Sep 2008

176 pages

In Stock

$19.95

Description

Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound approach to building better client relationships and closing more sales by doing the exact opposite that conventional sales advice dictates. Re-examine the most well-worn sales tactics in the business and discover specific and actionable strategies and principles that will help you close more sales today.

Acknowledgments vii

Introduction

From the Old World to the New 1

Section 1: Two Left Feet

Typical Tactics Are Out of Sync with the Market 25

Section 2: Center of the Universe

Typical Tactics Are Focused on the Wrong Person 55

Section 3: One-Night Stand

Typical Tactics Damage Relationships and Long-Term Potential 87

Section 4: May Cause Headaches, Dizziness, and Internal Bleeding

Typical Tactics Harm Reputations and Create Unintended Consequences 111

Contrarian Primer 137

Pendulum Swing 145

References 151

About the Authors 155

Index 157