The Contrarian Effect Why It Pays (Big) to

Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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

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.

Introduction: From the Old World to the New	p. 1
Two Left Feet: Typical Tactics Are Out of Sync with the Market	p. 25
Center of the Universe: Typical Tactics Are Focused on the Wrong Person	p. 55
One-Night Stand: Typical Tactics Damage Relationships and Long-Term Potential	p. 87
May Cause Headaches, Dizziness, and Internal Bleeding: Typical Tactics Harm Reputations and Create Unintended Consequences	p. 111
Contrarian Primer	p. 137
Pendulum Swing	p. 145
References	p. 151
Index	p. 157
Table of Contents provided by Blackwell. All Rights Reserved.

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

Summary

Author Biography

Table of Contents

Supplemental Materials