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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.
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.
About the Authors.