The Contrarian Effect: Why It Pays (Big) To Take Typical Sales Advice And Do The Opposite传统销售模式的相反效果
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作者： Michael Port, Elizabeth Marshall著
出 版 社：
出版时间： 2008-9-1字数：版次： 1页数： 165印刷时间： 2008/09/01开本： 32开印次： 1纸张： 胶版纸I S B N ： 9780470237908包装： 精装编辑推荐
作者简介：
Michael Port is the author of the Wiley titles Book Yourself Solid and Beyond Booked Solid. He has been called a "marketing guru" by the Wall Street Journal and is one of the best professional speakers around. For more information, please visit www.MichaelPort.com.
内容简介
Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do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.
目录
Acknowledgments.
Introduction.
From the Old World to the New.
Section 1: Two Left Feet.
Typical Tactics Are Out of Sync with the Market.
Section 2: Center of the Universe.
Typical Tactics Are Focused on the Wrong Person.
Section 3: One-Night Stand.
Typical Tactics Damage Relationships and Long-Term Potential.
Section 4: May Cause Headaches, Dizziness, and Internal Bleeding.
Typical Tactics Harm Reputations and Create Unintended Consequences.
Contrarian Primer.
Pendulum Swing.
References.
About the Authors.
Index.