The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
Erschienen am 1. Oktober 2008
176 Seiten
978-0-470-43523-6 (ISBN)
Beschreibung
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
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Michael Port is the author of the Wiley titles Book YourselfSolid and Beyond Booked Solid. He has been called a "marketingguru" by the Wall Street Journal and is one of the bestprofessional speakers around. For more information, please visitwww.MichaelPort.com.
Elizabeth Marshall is Director of Sales for Michael PortCompanies. While working at the nationally recognized firm ofMerritt Hawkins and Associates, she was awarded Research Recruiterof the Month five times. Also, she is founder ofAuthorTeleseminars.com, which hosts interviews with top businessauthors such as Seth Godin, Tim Ferriss, Keith Ferrazzi, andothers. For more information, please visitwww.highenergycoach.com.
Elizabeth Marshall is Director of Sales for Michael PortCompanies. While working at the nationally recognized firm ofMerritt Hawkins and Associates, she was awarded Research Recruiterof the Month five times. Also, she is founder ofAuthorTeleseminars.com, which hosts interviews with top businessauthors such as Seth Godin, Tim Ferriss, Keith Ferrazzi, andothers. For more information, please visitwww.highenergycoach.com.
Inhalt
Acknowledgments.
Introduction.
From the Old World to the New.
Section 1: Two Left Feet.
Typical Tactics Are Out of Sync with the Market.
Section 2: Center of the Universe.
Typical Tactics Are Focused on the Wrong Person.
Section 3: One-Night Stand.
Typical Tactics Damage Relationships and Long-TermPotential.
Section 4: May Cause Headaches, Dizziness, and InternalBleeding.
Typical Tactics Harm Reputations and Create UnintendedConsequences.
Contrarian Primer.
Pendulum Swing.
References.
About the Authors.
Index.
Introduction.
From the Old World to the New.
Section 1: Two Left Feet.
Typical Tactics Are Out of Sync with the Market.
Section 2: Center of the Universe.
Typical Tactics Are Focused on the Wrong Person.
Section 3: One-Night Stand.
Typical Tactics Damage Relationships and Long-TermPotential.
Section 4: May Cause Headaches, Dizziness, and InternalBleeding.
Typical Tactics Harm Reputations and Create UnintendedConsequences.
Contrarian Primer.
Pendulum Swing.
References.
About the Authors.
Index.
