{"product_id":"the-contrarian-effect-isbn-9781119089773","title":"The Contrarian Effect","description":"Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in \u003ci\u003eThe Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite\u003c\/i\u003e. 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. \u003cp\u003eAcknowledgments vii\u003c\/p\u003e \u003cp\u003eIntroduction\u003c\/p\u003e \u003cp\u003eFrom the Old World to the New 1\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 1: Two Left Feet\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTypical Tactics Are Out of Sync with the Market 25\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 2: Center of the Universe\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTypical Tactics Are Focused on the Wrong Person 55\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 3: One-Night Stand\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTypical Tactics Damage Relationships and Long-Term Potential 87\u003c\/p\u003e \u003cp\u003e\u003cb\u003eSection 4: May Cause Headaches, Dizziness, and Internal Bleeding\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTypical Tactics Harm Reputations and Create Unintended Consequences 111\u003c\/p\u003e \u003cp\u003eContrarian Primer 137\u003c\/p\u003e \u003cp\u003ePendulum Swing 145\u003c\/p\u003e \u003cp\u003eReferences 151\u003c\/p\u003e \u003cp\u003eAbout the Authors 155\u003c\/p\u003e \u003cp\u003eIndex 157\u003c\/p\u003e \u003cp\u003e\u003cb\u003eMICHAEL PORT\u003c\/b\u003e is the author of the Wiley titles \u003ci\u003eBook Yourself Solid\u003c\/i\u003e and \u003ci\u003eBeyond Booked Solid\u003c\/i\u003e. He has been called a \"marketing guru\" by the \u003ci\u003eWall Street Journal\u003c\/i\u003e and is one of the best professional speakers around. For more information, please visit www.MichaelPort.com.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eELIZABETH MARSHALL\u003c\/b\u003e 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.\u003c\/p\u003e \u003cp\u003e\u003cb\u003e\u003ci\u003eThe Contrarian Effect\u003c\/i\u003e is not for wimps.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIf you're one of those Neanderthal salespeople who doesn't want to adapt to the changing times, buy one of those books that will tell you what you want to hear rather than what you need to hear. Certainly don't buy this book. It could make you uncomfortable. It could suggest you change the entire way you and your organization approach selling. But, if you do buy this book, you'll make more money and you'll even be more popular. Plus, you'll be a better salesperson—and person—for it.\u003c\/p\u003e \u003cp\u003e\"I've made a career out of challenging conventional sales wisdom, and I can tell you that very few writers have done this effectively. It's not demolition that's hard; anyone can say that everything you've ever read is wrong. The trick is building something better in its place. \u003ci\u003eThe Contrarian Effect\u003c\/i\u003e does this well. It's filled with true stories about what works and what doesn't. It's fun to read and will challenge your thinking.\"\u003cbr\u003e—\u003cb\u003eNeil Rackham, author of \u003ci\u003eSPIN Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47990199091429,"sku":"NP9781119089773","price":19.95,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119089773.jpg?v=1761786874","url":"https:\/\/k12savings.com\/products\/the-contrarian-effect-isbn-9781119089773","provider":"K12savings","version":"1.0","type":"link"}