The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
Another fine work!
By Jeffrey A. Simpkins - September 8, 2008
The Contrarian Effect represents more fine work released by Michael Port, this time teaming up with business associate Elizabeth Marshall.
The Contrarian Effect is a quick, easy read. I started the book at noon on Sunday, spent a few hours in my hammock reading, and by bedtime was finished. Don't let the terms "quick" and "easy" throw you! The book is filled with valuable insights and flows very well. As I read the pages I felt the energy of the authors from their words. I found myself wanting to make notes as I read; not notes from the book, but notes on the stream of powerful ideas sparked by the book.
Port and Marshall point out through very timely and relevant stories that today's consumer has become sensitive to closing "techniques." Today's consumer has a wealth of information available as close as their computer or iPhone. They want to buy on their own time frame, not based on the accounting or commission cycle of the seller.
By Joan C. Curtis "Total Communications Coach" - February 4, 2009
Michal Port's and Elizabeth Marshall's book Contrarian makes a case for honesty in communication when making sales. Essentially, I found little new in the book. What the authors point out is that bad sales tactics-sleazy salesmen,who only want your money and nothing else, don't work. Well, duh? When did those tactics work? I'm amazed at how strong a case the authors felt compelled to make. It must mean that the world of "sales" isn't listening to logic. Port and Marshall kept saying that companies rely on the old methods of hard, pushy selling because it worked in the past.
The authors gave one example after another about how not to sell your product or service. Basically, they talked about making a connection, listening to your customer, giving your customer something of value, moving at your customer's pace, and becoming more customer-focused versus bottom line and quota focused. After a while (like after the first chapter), the book felt repetitive. The... read more
Personally I think this book should be required reading for anyone remotely involved in sales.
By Lisa Manyon "POWERFUL Communicator & Creative... - October 1, 2008
Face it, we all sell to some extent and I've always felt the key to being successful in sales is to NOT sell out. My convictions on this matter didn't always settle well especially when I was asked to do "dog and pony shows" back in the print, radio and ad agency days. It's true, my foray in advertising and marketing started in sales. But I could never embrace the worn out, salesy approach. That just wasn't me. I choose to connect with my clients and treat them as real people. Guess what? It worked and it still does today.
Little did I know, doing what I believed to be the right thing was actually not the norm. I'm glad and I'm proud to be a contrarian. Are you?
Michael Port and Elizabeth Marshall team up to share insights into typical sales tactics and they skillfully illustrate why the old school ways are not necessarily the best approach.
Consumers are savvier than ever. They demand more. They expect more and they deserve more than a stale sales... read more