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

 
9781119089773: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
View all copies of this ISBN edition:
 
 

Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in "The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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

"synopsis" may belong to another edition of this title.

From the Inside Flap:

Times have changed.

The typical old sales tactics we're all familiar with no longer work. Cold calling gets you nowhere, door-to-door selling is a nonstarter, and today's consumers are too savvy for most traditional scripts and closing techniques. With those tactics, it takes more time and effort to reach fewer and fewer clients. If you're still doing it the old-fashioned way, you're probably barely keeping your career afloat.

If you want to stop treading water and start making sales, The Contrarian Effect has the answer. This sales approach is like no other in history. Not only do traditional sales tactics fail most of the time, we're actually better off doing the exact opposite! It may sound crazy, but it's not just a novel idea; it's a counterintuitive approach to sales that really works.

High technology and instant communication have put customers firmly in control of the sales process. They don't answer calls from unknown numbers; they demand honesty and transparency in the sales process; they are well informed about your product before they deal with you; and they have no patience for pressure tactics like closing questions. No wonder traditional sales methods no longer work.

Whether you know it or not, many of today's best companies have already discovered the contrarian effect. They're giving up high-pressure selling for low-pressure customer interactions. Other companies are ditching the shotgun approach and getting to know specific customers and what they like in order to offer them the exact kind of product they want. These are examples of the contrarian effect in action, and it not only works, it works well.

If you or your organization is in the sales doldrums, it's time to shake things up. Read The Contrarian Effect and discover how profitable it can be when you take the old rules and do the exact opposite.

From the Back Cover:

"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. "The Contrarian Effect" 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." --Neil Rackham, author of "SPIN Sell"ing

"The Contrarian Effect is not for wimps."

If 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.

"About this title" may belong to another edition of this title.

Other Popular Editions of the Same Title

9780470237908: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite

Featured Edition

ISBN 10:  0470237902 ISBN 13:  9780470237908
Publisher: Wiley, 2008
Hardcover

Top Search Results from the AbeBooks Marketplace

1.

Port
Published by John Wiley and Sons (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Quantity Available: > 20
Print on Demand
Seller:
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description John Wiley and Sons, 2008. PAP. Condition: New. New Book. Shipped from US within 10 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Seller Inventory # IQ-9781119089773

More information about this seller | Contact this seller

Buy New
US$ 13.84
Convert currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, rates & speeds

2.

Port
Published by John Wiley & Sons, United States (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Paperback Quantity Available: 10
Seller:
Book Depository International
(London, United Kingdom)
Rating
[?]

Book Description John Wiley & Sons, United States, 2008. Paperback. Condition: New. Language: English. Brand new Book. 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. Seller Inventory # APC9781119089773

More information about this seller | Contact this seller

Buy New
US$ 18.28
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

3.

Port
Published by John Wiley & Sons, United States (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Paperback Quantity Available: 10
Seller:
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description John Wiley & Sons, United States, 2008. Paperback. Condition: New. Language: English. Brand new Book. 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. Seller Inventory # APC9781119089773

More information about this seller | Contact this seller

Buy New
US$ 18.60
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

4.

Port
Published by John Wiley & Sons, United States (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Paperback Quantity Available: 10
Seller:
Book Depository hard to find
(London, United Kingdom)
Rating
[?]

Book Description John Wiley & Sons, United States, 2008. Paperback. Condition: New. Language: English. Brand new Book. 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. Seller Inventory # LIE9781119089773

More information about this seller | Contact this seller

Buy New
US$ 20.96
Convert currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, rates & speeds

5.

Port
Published by John Wiley & Sons
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Paperback Quantity Available: > 20
Seller:
BuySomeBooks
(Las Vegas, NV, U.S.A.)
Rating
[?]

Book Description John Wiley & Sons. Paperback. Condition: New. 176 pages. Dimensions: 8.0in. x 5.0in. x 0.4in. This item ships from multiple locations. Your book may arrive from Roseburg,OR, La Vergne,TN. Paperback. Seller Inventory # 9781119089773

More information about this seller | Contact this seller

Buy New
US$ 21.43
Convert currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, rates & speeds

6.

Port
Published by John Wiley & Sons (2016)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Paperback Quantity Available: 1
Print on Demand
Seller:
Ria Christie Collections
(Uxbridge, United Kingdom)
Rating
[?]

Book Description John Wiley & Sons, 2016. Paperback. Condition: New. PRINT ON DEMAND Book; New; Publication Year 2016; Not Signed; Fast Shipping from the UK. No. book. Seller Inventory # ria9781119089773_lsuk

More information about this seller | Contact this seller

Buy New
US$ 19.78
Convert currency

Add to Basket

Shipping: US$ 4.97
From United Kingdom to U.S.A.
Destination, rates & speeds

7.

Port
Published by John Wiley and Sons (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Quantity Available: > 20
Print on Demand
Seller:
Books2Anywhere
(Fairford, GLOS, United Kingdom)
Rating
[?]

Book Description John Wiley and Sons, 2008. PAP. Condition: New. New Book. Delivered from our UK warehouse in 4 to 14 business days. THIS BOOK IS PRINTED ON DEMAND. Established seller since 2000. Seller Inventory # IQ-9781119089773

More information about this seller | Contact this seller

Buy New
US$ 13.77
Convert currency

Add to Basket

Shipping: US$ 11.55
From United Kingdom to U.S.A.
Destination, rates & speeds

8.

Port
Published by John Wiley & Sons (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Softcover Quantity Available: 1
Print on Demand
Seller:
Rating
[?]

Book Description John Wiley & Sons, 2008. Condition: New. This item is printed on demand for shipment within 3 working days. Seller Inventory # GM9781119089773

More information about this seller | Contact this seller

Buy New
US$ 24.75
Convert currency

Add to Basket

Shipping: US$ 3.18
From Germany to U.S.A.
Destination, rates & speeds

9.

Port
Published by John Wiley & Sons (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Softcover Quantity Available: 15
Print on Demand
Seller:
Rating
[?]

Book Description John Wiley & Sons, 2008. Condition: New. This item is printed on demand for shipment within 3 working days. Seller Inventory # LP9781119089773

More information about this seller | Contact this seller

Buy New
US$ 25.35
Convert currency

Add to Basket

Shipping: US$ 3.18
From Germany to U.S.A.
Destination, rates & speeds

10.

Michael Port
Published by Wiley (2008)
ISBN 10: 1119089778 ISBN 13: 9781119089773
New Softcover Quantity Available: 1
Seller:
Irish Booksellers
(Portland, ME, U.S.A.)
Rating
[?]

Book Description Wiley, 2008. Condition: New. book. Seller Inventory # M1119089778

More information about this seller | Contact this seller

Buy New
US$ 39.06
Convert currency

Add to Basket

Shipping: US$ 3.27
Within U.S.A.
Destination, rates & speeds

There are more copies of this book

View all search results for this book