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

Praise; Title Page; Copyright Page; Acknowledgements; Introduction; Sign of the Times; Birth of a Salesman; We're Not in Kansas Anymore; Caution: You're in the No-Spin Sales Zone; Follow the Leader; For Your Consideration; Section 1 -- Two Left Feet; The Biggest Loser; Pitches, Pitches, Everywhere; Mother May I?; Bull's-Eye; The Usual Suspects; Reasonable Doubt; Groundhog Day; The Little Engine That Could; Section 2 -- Center of the Universe; The Butcher, the Baker, the Candlestick Maker; Oompa, Loompa, Doopity Dee; Easier Is Not Always Better; It's All Fun and Games Until ...;Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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. Praise Title Page Copyright Page Acknowledgements Introduction Sign of the Times Birth of a Salesman We're Not in Kansas Anymore Caution: You're in the No-Spin Sales Zone Follow the Leader For Your Consideration Section 1 -- Two Left Feet The Biggest Loser Pitches, Pitches, Everywhere Mother May I? Bull's-Eye The Usual Suspects Reasonable Doubt Groundhog Day The Little Engine That Could Section 2 -- Center of the Universe The Butcher, the Baker, the Candlestick Maker Oompa, Loompa, Doopity Dee Easier Is Not Always Better It's All Fun and Games Until ... Customer Bill of RightsCan't Buy Me Love Membership Has Its Privileges Bless Your Heart, You Pathetic, Spineless Jellyfish Indecent Proposal Coffee Is for Closers Opening Doors and Opening Possibilities Section 3 -- One-Night Stand It's a Marathon, Not a Sprint Just Sign on the Dotted Line for Me The Need for Speed Do You Want Fries with That? Right on Time What's a Boy to Do? One Size Fits All Herding Cats Heard It through the Grapevine Section 4 -- May Cause Headaches, Dizziness, and Internal Bleeding Whistle-Blower No Man Is an Island I Can Quit Anytime. Ignorance, Error, and Immediate InterestThe Red Pill or the Blue One? That's What Makes the World Go Round Winners and Losers Pushing Rocks Up a Mountain Everyone's Doing It The Full Monty Radical Transparency Nothing Less Than the Best Contrarian Primer Pendulum Swing References About the Authors Index.

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.