The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
1st Edition
Published on 1. May 2015
Book
Paperback/Softback
175 pages
978-1-119-08977-3 (ISBN)
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Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
More details
Language
English
Place of publication
New York
United States
Product notice
Paperback (trade)
Unsewn / adhesive bound
Dimensions
Height: 178 mm
Width: 127 mm
Thickness: 10 mm
Weight
172 gr
ISBN-13
978-1-119-08977-3 (9781119089773)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Other editions
Additional editions
Michael Port | Elizabeth Marshall
The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
E-Book
10/2008
Wiley
from
€12.99
Available for download
Michael Port | Elizabeth Marshall
The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
Book
09/2008
Wiley
€19.00
Shipment within 10-20 days
Michael Port | Elizabeth Marshall
The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
E-Book
08/2008
Wiley
€12.99
Available for download
Persons
MICHAEL PORT is the author of the Wiley titles Book Yourself Solid and Beyond Booked Solid. He has been called a "marketing guru" by the Wall Street Journal and is one of the best professional speakers around. For more information, please visit www.MichaelPort.com.
ELIZABETH MARSHALL is Director of Sales for Michael Port Companies. While working at the nationally recognized firm of Merritt Hawkins and Associates, she was awarded Research Recruiter of the Month five times. Also, she is founder of AuthorTeleseminars.com, which hosts interviews with top business authors such as Seth Godin, Tim Ferriss, Keith Ferrazzi, and others. For more information, please visit www.highenergycoach.com.
ELIZABETH MARSHALL is Director of Sales for Michael Port Companies. While working at the nationally recognized firm of Merritt Hawkins and Associates, she was awarded Research Recruiter of the Month five times. Also, she is founder of AuthorTeleseminars.com, which hosts interviews with top business authors such as Seth Godin, Tim Ferriss, Keith Ferrazzi, and others. For more information, please visit www.highenergycoach.com.
Content
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
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