This is my slide summary of The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall. The book is about the need for businesses to ditch transactional selling tactics in favour of relationship selling. The slides focus on the nine contrarian principles proposed by the authors.
Having just finished a course this semester on relationship selling, I found the up-to-date stories and examples in The Contrarian Effect complementary to my textbook’s (ABC’s of Relationship Selling through Service) in-depth dissection of the relationship selling process.
From the back jacket:
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.
The next book that I will distill into slides is The Adventures of Johnny Bunko: The Last Career Guide You’ll Ever Need by Daniel Pink.
Edit: On December 20, 2008 this presentation was showcased on SlideShare. Thanks to the editorial staff there.
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