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9780470435236

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

by ;
  • ISBN13:

    9780470435236

  • ISBN10:

    0470435232

  • Format: eBook
  • Copyright: 2008-09-01
  • Publisher: Wiley
  • Purchase Benefits
List Price: $19.95
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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Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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

Acknowledgments
Introduction
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
References
About The Authors
Index
Table of Contents provided by Publisher. All Rights Reserved.

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