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......Page 6
Contents......Page 8
Acknowledgments......Page 10
Introduction: From the Old World to the New......Page 14
Sign of the Times......Page 18
Birth of a Salesman......Page 20
We’re Not in Kansas Anymore......Page 24
Caution: You’re in the No-Spin Sales Zone......Page 25
Follow the Leader......Page 33
For Your Consideration......Page 36
Section 1: Two Left Feet: Typical Tactics Are Out of Sync with the Market......Page 38
The Biggest Loser......Page 39
Pitches, Pitches, Everywhere......Page 41
Mother May I?......Page 45
Bull’s-Eye......Page 48
The Usual Suspects......Page 50
Reasonable Doubt......Page 52
Groundhog Day......Page 55
The Little Engine That Could......Page 60
The Butcher, the Baker, the Candlestick Maker......Page 68
Oompa, Loompa, Doopity Dee......Page 71
Easier Is Not Always Better......Page 74
It’s All Fun and Games Until…......Page 79
Customer Bill of Rights......Page 80
Can’t Buy Me Love......Page 81
Membership Has Its Privileges......Page 83
Bless Your Heart, You Pathetic, Spineless Jellyfish......Page 86
Indecent Proposal......Page 88
Coffee Is for Closers......Page 91
Opening Doors and Opening Possibilities......Page 93
Section 3: One-Night Stand: Typical Tactics Damage Relationships and Long-Term Potential......Page 100
It’s a Marathon, Not a Sprint......Page 102
Just Sign on the Dotted Line for Me......Page 104
The Need for Speed......Page 107
Do You Want Fries with That?......Page 111
Right on Time......Page 112
What’s a Boy to Do?......Page 114
One Size Fits All......Page 115
Herding Cats......Page 117
Heard It through the Grapevine......Page 121
Section 4: May Cause Headaches, Dizziness, and Internal Bleeding: Typical Tactics Harm Reputations and Create Unintended Consequences......Page 124
Whistle-Blower......Page 126
No Man Is an Island......Page 128
I Can Quit Anytime......Page 129
Ignorance, Error, and Immediate Interest......Page 132
The Red Pill or the Blue One?......Page 135
That’s What Makes the World Go Round......Page 137
Winners and Losers......Page 138
Pushing Rocks Up a Mountain......Page 140
Everyone’s Doing It......Page 142
The Full Monty......Page 145
Radical Transparency......Page 146
Nothing Less Than the Best......Page 147
Contrarian Primer......Page 150
Be Like Mike......Page 155
Pendulum Swing......Page 158
Leader of the Pack......Page 160
Good to Great......Page 162
References......Page 164
About the Authors......Page 168
Index......Page 170