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.
"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.See all Editorial Reviews
I recommend this book to any one in business or in sales because it shines a light on how different the sales game is nowadays. Read morePublished 4 months ago by Eric Dahl
The Contrarian Effect Why It Pays (Big) To Take Typical Sales Advice And Do The Opposite is a short book in which the authors, Michael Port and Elizabeth Marshall, implore the... Read morePublished on July 3, 2012 by AliGhaemi
If this book was written 20 years ago as a 3 page magazine article, it would have been worth reading. There is no data in this book. Read morePublished on February 13, 2012 by memorymaker
The Contrarian Effect is a fast read that is enjoyable, entertaining, and informative. The main premise is to respect rather than try to manipulate the customer. Read morePublished on September 10, 2011 by Karen L. Jett, CMA
The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
by Michael Port (Author), Elizabeth Marshall (Author)
Looking to get... Read more
Although the premise of this book sounds exiting the Contrarian Effect fails to deliver on its promise. Read morePublished on June 27, 2009 by T. Twijnstra
This is a short book about an important idea: we no longer can sell based on our timetable, but must sell based on the timetable of the buyer. Read morePublished on May 10, 2009 by Michael P. Maslanka
I absolutely love the way Michel Port writes. The information is compressed into easy to read and straight to the point segments. Great sales strategy. Read morePublished on May 7, 2009 by LF
As someone who is a regular "prospect", I very much related to the points made in this book. And to whom says typical sales tactics are gone, I still experience them on a regular... Read morePublished on May 3, 2009 by M. Chauliac