{"id":579,"date":"2008-05-21T10:31:53","date_gmt":"2008-05-21T18:31:53","guid":{"rendered":"http:\/\/www.regnordman.com\/2008\/05\/21\/contrarian-the-contrarian-effect-why-it-pays-big-to-take-typical-sales-advice-and-do-the-oppositemichale-port-elizabeth-marshall\/"},"modified":"2008-05-21T10:31:53","modified_gmt":"2008-05-21T18:31:53","slug":"contrarian-the-contrarian-effect-why-it-pays-big-to-take-typical-sales-advice-and-do-the-oppositemichale-port-elizabeth-marshall","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2008\/05\/21\/contrarian-the-contrarian-effect-why-it-pays-big-to-take-typical-sales-advice-and-do-the-oppositemichale-port-elizabeth-marshall\/","title":{"rendered":"Contrarian. The contrarian effect. Why it pays (big) to take typical sales advice and do the opposite.Michale Port &#038; Elizabeth Marshall."},"content":{"rendered":"<p>Contrarian. The contrarian effect. Why it pays (big) to take typical sales advice and do the opposite  Michale Port &amp; Elizabeth Marshall. 2008. ISBN <span style=\"font-family: verdana; font-size: 13px\">978-0470237908<\/span>. This is a seminal book for the sales industry.  Why do you ask?  Does your sales dept think the following?<\/p>\n<ul>\n<li> Cold calling is an effective way to generate leads, since everyone is a potential customer.<\/li>\n<li>Prospecting means you make a certain amount of calls each day (usually 100) in order to reach potential client.<\/li>\n<li>The Numbers Game is tried and true formula that helps sales professionals determine how many calls they have to make in order to set a certain number of meetings so as to make a certain number of sales.<\/li>\n<li>Canned or scripted presentations are effective, since most potential clients have the same needs and desires.<\/li>\n<li>During a potential client, the sales professional&#8217;s job is to present the product or serrice, explain the features and benefits, handle any customer objections and then close the sale<\/li>\n<li>Tactics such as closing techniques and other strategies used to speed up the sale are vital, since it&#8217;s critical for the sales  professional to &#8220;make his number.&#8221;<\/li>\n<\/ul>\n<p>Congratulations your sales dept is stuck in the 1889 model.<\/p>\n<p>Perhaps the world has changed since 1889?<\/p>\n<p>Perhaps customer s have changed since 1889?<\/p>\n<p>Perhaps it is time for selling to change?<\/p>\n<p>Todays prospects expect no,  demand that you:<\/p>\n<ul>\n<li>Listen to them and understand their needs and desires<\/li>\n<li>Tell the truth and be radically transparent  (Sounds like the <a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2008\/05\/11\/the-go-giver-a-little-story-about-a-powerful-business-idea-bob-burg-john-david-mann\/');\"  href=\"http:\/\/regnordman.com\/2008\/05\/11\/the-go-giver-a-little-story-about-a-powerful-business-idea-bob-burg-john-david-mann\/\">Go Getter<\/a> &#8211; Be authentic)<\/li>\n<li>Respect them and their ability to buy from anyone, anytime<\/li>\n<li>Honor their timetable and their buying schedule<\/li>\n<li>Allow them to buy in the way that works for them<\/li>\n<li>Be authentic and sincere<\/li>\n<li>Ask permission to keep in touch<\/li>\n<li>Keep your word and honor your commitments<\/li>\n<li>Treat  them as intelligent people capable of making a good decision.<\/li>\n<\/ul>\n<p>This books reeks of truth and the reality of selling today.  In our practise we live the implementation of this every day.  There is a better way and it is not a surprise.  But it is not a halfway half hearted method. It requires full on committment.<\/p>\n<p>I urge you to buy this book and devour it. It is the seminal book on selling today.<\/p>\n<p>Check out www.thecontrarianeffect.com, www.michaelport.com, www.marketingmarshall.com<\/p>\n<p><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.amazon.ca\/gp\/redirect.html%3FASIN=0471783935%26tag=wwwrocketbuil-20%26lcode=xm2%26cID=2025%26ccmID=165953%26location=\/o\/ASIN\/0471783935%253FSubscriptionId=1N9AHEAQ2F6SVD97BE02');\"  href=\"http:\/\/www.amazon.ca\/gp\/redirect.html%3FASIN=0471783935%26tag=wwwrocketbuil-20%26lcode=xm2%26cID=2025%26ccmID=165953%26location=\/o\/ASIN\/0471783935%253FSubscriptionId=1N9AHEAQ2F6SVD97BE02\" title=\"Click and drag this image to the post editor\"><img decoding=\"async\" src=\"http:\/\/ecx.images-amazon.com\/images\/I\/51QPNH1Q8CL._SL160_.jpg\" width=\"106\" \/><\/a><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.amazon.ca\/gp\/redirect.html%3FASIN=0470174366%26tag=wwwrocketbuil-20%26lcode=xm2%26cID=2025%26ccmID=165953%26location=\/o\/ASIN\/0470174366%253FSubscriptionId=1N9AHEAQ2F6SVD97BE02');\"  href=\"http:\/\/www.amazon.ca\/gp\/redirect.html%3FASIN=0470174366%26tag=wwwrocketbuil-20%26lcode=xm2%26cID=2025%26ccmID=165953%26location=\/o\/ASIN\/0470174366%253FSubscriptionId=1N9AHEAQ2F6SVD97BE02\" title=\"Click and drag this image to the post editor\"><img decoding=\"async\" src=\"http:\/\/ecx.images-amazon.com\/images\/I\/51C%2Bgmwp6OL._SL160_.jpg\" width=\"106\" \/><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Contrarian. The contrarian effect. Why it pays (big) to take typical sales advice and do the opposite Michale Port &amp; Elizabeth Marshall. 2008. ISBN 978-0470237908. This is a seminal book for the sales industry. Why do you ask? Does your sales dept think the following? Cold calling is an effective way to generate leads, since [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[4,18],"tags":[],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/579"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=579"}],"version-history":[{"count":0,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/579\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=579"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=579"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=579"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}