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Buchcover - How to Get Your Competition Fired (Without Saying Anything Bad About Them) - ISBN 978-0-471-71118-6
Next time you sit down for a sales presentation with a new prospect, realize that a third party is looking over your shoulder: your competition. How can you get rid of them? Sales consultant Randy Schwantz provides an answer in How to Get Your Competition Fired (Without Saying Anything Bad About Them). Schwantz's sales process, which he dubs „The Wedge,“ promises to reliably unseat entrenched suppliers and make their customers yours. Starting with proposing an ideal picture your competition is unlikely to meet, Schwantz reveals a subtle yet simple process for getting prospects to practically demand to buy from you. (Entrepreneur Magazine, May 2005)
How to Get Your Competition Fired (Without Saying Anything Bad About Them)
Using The Wedge to Increase Your Sales
von Randy SchwantzA six-step plan for driving a wedge between the competition and thecustomer
For sales people, convincing a potential customer to choose themover the competition is no easy task, and especially when thecompetition already has the account. Finally, How to Get YourCompetition Fired shows readers a proven system for breaking therelationship between the competition and the customer. RandySchwantz's method, The Wedge(r), includes a six-step plan thatdrives a „wedge“ between the competition and the customer. He showshow to reveal the competition's shortcomings without seeming to, letting prospects decide independently to dump their currentprovider, exclude other competitors and, finally, switch to thesalesperson's product or service. Offering real tactics, not justtheory, this is the only sales strategy that really works to breakthe relationship between customers and the competition and bring inmore business, faster than ever.
Randy Schwantz (Dallas, TX) is a leading authority and expert onthe sales process. A highly successful sales professional, he is anationally respected sales trainer, author, sales coach, consultant, and public speaker. Randy is President and CEO of TheWedge Group, whose clients include Fortune 500 companies as well assmall businesses.
