Summary of Counter-Intuitive Selling

Mastering the Art of the Unexpected

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Counter-Intuitive Selling book summary
To stand out from the sales crowd and catch the attention of decision makers, do what they least expect.


6 Overall

7 Applicability

6 Innovation

7 Style


Bill Byron Concevitch believes that to make it as a salesperson, you must distinguish yourself from the pack. So, he suggests changing your behavior and doing something different simply because it’s different. He mixes tried-and-true sales advice, such as making sure you’re talking to the person who actually makes the purchasing decisions, with razzle-dazzle. His style is folksy and informal, almost associative, and he’s a great believer in mnemonics, acronyms and list making – each chapter ends with a list of “successful seven” action steps you can take to reinforce his suggestions. Some of his ideas may be more than “counterintuitive” – they’re probably counterproductive. (For example, that assistant who puts your call through because you convince him or her that the boss is expecting it will not make the mistake a second time.) But his book is a useful reminder to question your assumptions and to get out of your day-to-day rut. getAbstract recommends this book to both new and experienced salespeople, and their managers, who want to branch out and retrain themselves.

In this summary, you will learn

  • How to practice new sales approaches and techniques to make them second nature
  • How to use “behavioral triggers” to develop new habits
  • What strategies you can use to get close to your customers and prospects
  • How to relate to your customers as equals


Practice to Succeed
Salespeople carry what’s become a burden of respected traditions, hallowed by decades of accepted practice. Almost every sales organization uses the same training techniques and partakes of the same ethos – even though they don’t work. Try this simple experiment: Whatever...
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About the Author

Bill Byron Concevitch is an executive at a firm that develops software for call centers and specializes in training sales professionals.

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    Soft Selling
    The best sales come from the best relationships. Build sincere connections that lead to profit.

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