Michael Port & Elizabeth Marshall 
The Contrarian Effect [PDF ebook] 
Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite

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Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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

About the author

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.Michael Port.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 Author Teleseminars.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.

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Language English ● Format PDF ● Pages 176 ● ISBN 9780470399354 ● File size 0.7 MB ● Publisher John Wiley & Sons ● Published 2008 ● Edition 1 ● Downloadable 24 months ● Currency EUR ● ID 2316932 ● Copy protection Adobe DRM
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