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

The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
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作者:
出版社: Wiley
2008-08
版次: 1
ISBN: 9780470237908
定价: 210.30
装帧: 精装
开本: 其他
纸张: 其他
页数: 176页
正文语种: 英语
  • "I'vemadeacareeroutofchallengingconventionalsaleswisdom,andIcantellyouthatveryfewwritershavedonethiseffectively.It'snotdemolitionthat'shard;anyonecansaythateverythingyou'veeverreadiswrong.Thetrickisbuildingsomethingbetterinitsplace.TheContrarianEffectdoesthiswell.It'sfilledwithtruestoriesaboutwhatworksandwhatdoesn't.It'sfuntoreadandwillchallengeyourthinking."—NeilRackham,authorofSPINSellingTheContrarianEffectisnotforwimps.Ifyou'reoneofthoseNeanderthalsalespeoplewhodoesn'twanttoadapttothechangingtimes,buyoneofthosebooksthatwilltellyouwhatyouwanttohearratherthanwhatyouneedtohear.Certainlydon'tbuythisbook.Itcouldmakeyouuncomfortable.Itcouldsuggestyouchangetheentirewayyouandyourorganizationapproachselling.But,ifyoudobuythisbook,you'llmakemoremoneyandyou'llevenbemorepopular.Plus,you'llbeabettersalesperson—andperson—forit. MichaelPortistheauthoroftheWileytitlesBookYourselfSolidandBeyondBookedSolid.Hehasbeencalleda"marketingguru"bytheWallStreetJournalandisoneofthebestprofessionalspeakersaround.Formoreinformation,pleasevisitwww.MichaelPort.com.ElizabethMarshallisDirectorofSalesforMichaelPortCompanies.WhileworkingatthenationallyrecognizedfirmofMerrittHawkinsandAssociates,shewasawardedResearchRecruiteroftheMonthfivetimes.Also,sheisfounderofAuthorTeleseminars.com,whichhostsinterviewswithtopbusinessauthorssuchasSethGodin,TimFerriss,KeithFerrazzi,andothers.Formoreinformation,pleasevisitwww.highenergycoach.com. Acknowledgments.Introduction.FromtheOldWorldtotheNew.Section1:TwoLeftFeet.TypicalTacticsAreOutofSyncwiththeMarket.Section2:CenteroftheUniverse.TypicalTacticsAreFocusedontheWrongPerson.Section3:One-NightStand.TypicalTacticsDamageRelationshipsandLong-TermPotential.Section4:MayCauseHeadaches,Dizziness,andInternalBleeding.TypicalTacticsHarmReputationsandCreateUnintendedConsequences.ContrarianPrimer.PendulumSwing.References.AbouttheAuthors.Index.
  • 内容简介:
    "I'vemadeacareeroutofchallengingconventionalsaleswisdom,andIcantellyouthatveryfewwritershavedonethiseffectively.It'snotdemolitionthat'shard;anyonecansaythateverythingyou'veeverreadiswrong.Thetrickisbuildingsomethingbetterinitsplace.TheContrarianEffectdoesthiswell.It'sfilledwithtruestoriesaboutwhatworksandwhatdoesn't.It'sfuntoreadandwillchallengeyourthinking."—NeilRackham,authorofSPINSellingTheContrarianEffectisnotforwimps.Ifyou'reoneofthoseNeanderthalsalespeoplewhodoesn'twanttoadapttothechangingtimes,buyoneofthosebooksthatwilltellyouwhatyouwanttohearratherthanwhatyouneedtohear.Certainlydon'tbuythisbook.Itcouldmakeyouuncomfortable.Itcouldsuggestyouchangetheentirewayyouandyourorganizationapproachselling.But,ifyoudobuythisbook,you'llmakemoremoneyandyou'llevenbemorepopular.Plus,you'llbeabettersalesperson—andperson—forit.
  • 作者简介:
    MichaelPortistheauthoroftheWileytitlesBookYourselfSolidandBeyondBookedSolid.Hehasbeencalleda"marketingguru"bytheWallStreetJournalandisoneofthebestprofessionalspeakersaround.Formoreinformation,pleasevisitwww.MichaelPort.com.ElizabethMarshallisDirectorofSalesforMichaelPortCompanies.WhileworkingatthenationallyrecognizedfirmofMerrittHawkinsandAssociates,shewasawardedResearchRecruiteroftheMonthfivetimes.Also,sheisfounderofAuthorTeleseminars.com,whichhostsinterviewswithtopbusinessauthorssuchasSethGodin,TimFerriss,KeithFerrazzi,andothers.Formoreinformation,pleasevisitwww.highenergycoach.com.
  • 目录:
    Acknowledgments.Introduction.FromtheOldWorldtotheNew.Section1:TwoLeftFeet.TypicalTacticsAreOutofSyncwiththeMarket.Section2:CenteroftheUniverse.TypicalTacticsAreFocusedontheWrongPerson.Section3:One-NightStand.TypicalTacticsDamageRelationshipsandLong-TermPotential.Section4:MayCauseHeadaches,Dizziness,andInternalBleeding.TypicalTacticsHarmReputationsandCreateUnintendedConsequences.ContrarianPrimer.PendulumSwing.References.AbouttheAuthors.Index.
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