Sales and marketing guru Michael Port was a featured guest on the July 1 episode of The Big Idea with Donny Deutsch (on CNBC), focused on “The New Art of Selling.”
Through his first two books, Book Yourself Solid and Beyond Booked Solid, and numerous keynote speaking engagements, Michael has shown thousands of readers and audience members how to discover and set their business foundation, build trust with their target audience, and earn credibility within their marketplace – all with an emphasis on “smarter marketing.”
In his next book, The Contrarian Effect, due out in September, he takes aim exclusively at sales – “the most vital function in any business” – and shows us how to leverage the power of collaboration, build credibility through honest conversations, relate and listen to customers rather than just sell to them, realize that customers are smarter than most salespeople give them credit for, and attract them through “enthusiastic buying.”
I just spoke to Michael today and learned that the book is endorsed by Neil Rackham, a rock star in the world of professional selling, best known for books such as SPIN Selling and Rethinking the Sales Force. Neil has been busting myths about professional selling practices for years and Michael continues the theme, demonstrating how doing the exact opposite of the traditional sales wisdom, when done right, leads to better relationships and more sales.
From Michael: “For anyone who wants to discover a new way to sell—and do it successfully—The Contrarian Effect is the first step in a new direction.”
Be sure to pick up the book in a couple of months, and in the meantime, you can read a full chapter on CNBC’s web site here.
Also, if you’re looking for a dynamic speaker to shake things up for your sales force and help you reach higher levels of performance, “The Contrarian Effect” is also newly available as a keynote presentation. Learn more by contacting The Speakers Group.