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

"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 Selling

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.

General

Imprint:	John Wiley & Sons
Country of origin:	United States
Release date:	September 2008
First published:	August 2008
Authors:	Michael Port • Elizabeth Marshall
Dimensions:	227 x 140 x 15mm (L x W x T)
Format:	Hardcover
Pages:	176
ISBN-13:	978-0-470-23790-8
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General
LSN:	0-470-23790-2
Barcode:	9780470237908

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