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The Contrarian Effect
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
Michael Port (Author), Elizabeth Marshall (Author)
9780470237908, Wiley
Hardback, published 12 September 2008
176 pages
18 x 13.2 x 2.3 cm, 0.227 kg
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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
Subject Areas: Business & management [KJ]
