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

by Michael Port; Elizabeth Marshall

• ISBN13: 9780470399354
• ISBN10: 047039935X
• Format: eBook
• Copyright: 2008-12-01
• Publisher: Wiley
• More Book Details
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Summary

Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.

Table of Contents

From The Old World To The New

Two Left Feet

Typical Tactics Are Out Of Sync With The Market

Center Of The Universe

Typical Tactics Are Focused On The Wrong Person

One-Night Stand

Typical Tactics Damage Relationships And Long-Term Potential

May Cause Headaches, Dizziness And Internal Bleeding

Typical Tactics Harm Reputations And Create Unintended Consequences

Contrarian Primer

Pendulum Swing

About The Authors

Table of Contents provided by Publisher. All Rights Reserved.