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The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite | 
 enlarge | Authors: Michael Port, Elizabeth Marshall
Publisher: Wiley
Category: Book
List Price: $19.95
Buy New: $11.13
You Save: $8.82 (44%)
New (42) Used (12) from $10.00
Rating:  13 reviews
Sales Rank: 58206
Media: Hardcover
Pages: 176
Number Of Items: 1
Shipping Weight (lbs): 0.5
Dimensions (in): 7.2 x 5.2 x 0.8
ISBN: 0470237902
Dewey Decimal Number: 658.802
EAN: 9780470237908
ASIN: 0470237902
Publication Date: September 9, 2008
Availability: Usually ships in 1-2 business days
Shipping: International shipping available
Condition: Brand New. Delivery is usually 5 - 8 working days from order, International is by Royal Mail Airmail
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Product 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Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
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| Customer Reviews: Read 8 more reviews...
The Truth November 2, 2008
Harald I. Kolbjornsen (Norway)
This book gives a picture of how customers buy to day. If you dont change according to this, you'r out!!
This is the answer!! October 16, 2008
Brent Burns (Cary, IL)
Great job on this book Michael and Elizabeth!! It is an easy, fresh read and I really, really liked the "real world" companies and individuals you used to illustrate your points so well.
I have always considered myself the "reluctant salesperson", but what I now realize is that I had it right all along -- figure out what people really want and give it to them with integrity and sincerity.
Contrarian October 15, 2008
DLO
Great Book! Lots of information about how to work the way your customers demand - with honesty and integrity. What a refreshing concept for sales and marketing!
Fun and Valuable Read! October 13, 2008
Mollie Marti (Midwest USA)
I am a fan of both Michael Port and Elizabeth Marshall. They're top-notch trainers and thought leaders. The Contrarian Effect did not disappoint.
Port and Marshall pulled off their own contrarian effect: their book is an easy read and packed with substance! Their knowledge, passion, and personal touch flow through the pages.
In these economic times more than ever, sales professionals and other business leaders need the information in this book to identify and seize the many opportunities that are right in front of their eyes, if only they know how to look for them with the right perspective.
Your clients need you to own your expertise and all of the value you provide to them, be transparent, listen and respond to them, and collaborate with others to bring them even more value. They need you to be contrarian!
This book walks you through in detail how this win-win relationship works - the more you give, the more you will receive. I strongly recommend you read this book today!
Mollie Marti, Ph.D.
www.BestLifeDesign.com
Author of "The 12 Factors of Business Success" and "Selling"
Why it pays big to buy this book and apply what you've read! October 13, 2008
Don R. Thomas Jr.
1 out of 1 found this review helpful
I have been in sales for 10 years selling everything from life insurance to consulting to food.
Many people's livelihood is reliant upon selling a product or a service. The world of sales has changed and old techniques and old "truths" are not true anymore. People who haven't realized this yet need to take heed to what a lost sale really is and to the words I am saying now:
"If you wan't to succeed and it requires that you sell a product or a service to do it, this book is required reading. For years people have known something was being done wrong in sales, Elizabeth and Michael are the one's to finally say it and correct it!"
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