PDF Ebook How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz
Locate the key to enhance the quality of life by reading this How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz This is a kind of book that you need now. Besides, it can be your preferred publication to review after having this publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz Do you ask why? Well, How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz is a book that has different unique with others. You may not need to know who the writer is, how widely known the work is. As wise word, never evaluate the words from which talks, however make the words as your inexpensive to your life.
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz
PDF Ebook How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz
Discover the method of doing something from many sources. Among them is this publication entitle How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz It is a very well understood publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz that can be recommendation to review currently. This advised book is among the all fantastic How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz compilations that are in this site. You will additionally discover other title and also styles from different writers to browse here.
Why must be publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz Book is among the very easy sources to look for. By obtaining the author and theme to obtain, you could find so many titles that available their information to acquire. As this How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz, the inspiring book How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz will provide you exactly what you need to cover the job deadline. And also why should be in this web site? We will certainly ask initially, have you much more times to go with going shopping the books as well as hunt for the referred publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz in book store? Many individuals may not have enough time to locate it.
Thus, this internet site presents for you to cover your problem. We reveal you some referred publications How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz in all types and themes. From usual writer to the well-known one, they are all covered to offer in this website. This How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz is you're searched for book; you just should visit the web link web page to receive this web site and then opt for downloading and install. It will not take sometimes to get one book How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz It will certainly rely on your internet link. Just acquisition as well as download the soft data of this publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz
It is so easy, right? Why don't you try it? In this site, you could also discover various other titles of the How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz book collections that might have the ability to help you finding the most effective solution of your work. Reading this publication How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz in soft data will certainly additionally alleviate you to get the resource conveniently. You could not bring for those publications to somewhere you go. Just with the gadget that consistently be with your almost everywhere, you can read this book How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz So, it will certainly be so promptly to complete reading this How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge To Increase Your Sales, By Randy Schwantz
A six-step plan for driving a wedge between the competition and the customer
For sales people, convincing a potential customer to choose them over the competition is no easy task, and especially when the competition already has the account. Finally, How to Get Your Competition Fired shows readers a proven system for breaking the relationship between the competition and the customer. Randy Schwantz's method, The Wedge(r), includes a six-step plan that drives a "wedge" between the competition and the customer. He shows how to reveal the competition's shortcomings without seeming to, letting prospects decide independently to dump their current provider, exclude other competitors and, finally, switch to the salesperson's product or service. Offering real tactics, not just theory, this is the only sales strategy that really works to break the relationship between customers and the competition and bring in more business, faster than ever.
Randy Schwantz (Dallas, TX) is a leading authority and expert on the sales process. A highly successful sales professional, he is a nationally respected sales trainer, author, sales coach, consultant, and public speaker. Randy is President and CEO of The Wedge Group, whose clients include Fortune 500 companies as well as small businesses.
- Sales Rank: #185197 in Books
- Published on: 2005-01-21
- Original language: English
- Number of items: 1
- Dimensions: 9.11" h x .94" w x 6.44" l, .87 pounds
- Binding: Hardcover
- 224 pages
From Booklist
Traditional sales methods focus on the relationship between the salesperson and his or her prospect; the problem is that someone probably already has the account and the advantage of the last look. Schwantz, president and CEO of the Wedge Group, formulated a selling system that tackles the challenge of breaking the prospect's relationship with the current provider. He presents a series of questions that allow clients to reveal current dissatisfactions while you remain neutral. The goal is to prompt the prospect to come up with solutions and invite you to solve them, rather than the other way around. The Wedge addresses a delicate question, which is key to succeeding: If you really want me to be your new rep, how are you going to handle firing your old one? According to Schwantz, if you are confident that the prospect is willing to fire your competition, you've most likely won the account. Because it is a nonintuitive way of selling, implementing it will involve some discomfort at first. David Siegfried
Copyright © American Library Association. All rights reserved
Review
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)
From the Inside Flap
Selling is a tough business. Not only must you be great at finding new prospects, communicating effectively, and building relationships—you had better be great at busting relationships. Too often the biggest challenge in winning new business is the incumbent who already has the account. That person will leverage the relationship, get the last look, and match your deal.
This book shows salespeople like you how to solve a major problem that traditional selling doesn't—how to get the competition fired to win new business.
What if you had a way to get your prospects to see how they are being underserved without saying anything bad about your rivals, and to see that you are a better choice without your having to "sell" your prospects? What would that do to shorten the time it takes you to win new accounts?
How to Get Your Competition Fired is based on Randy Schwantz's revolutionary Wedge® methodology, a unique selling strategy that helps you win new business by driving a wedge between your prospect and the incumbent—busting the relationship and opening the door for you.
The Wedge strategy begins before the sales call, with a proven research technique that helps you find the strongest possible competitive advantage over the incumbent and the most powerful way to express it. This step-by-step reinvention of the sales call, with simple dialogue and proven tactics, is the result of Schwantz's thousands of hours spent working with salespeople from successful companiesaround the world.
More than just concepts, these are no-nonsense, easy-to-understand tactics that you can employ immediately. The Wedge is not an alternative to Selling 101 and what you already know. It's the most advanced system developed to get your competition fired and help you win new business. Packed with anecdotes, real-world examples, and checklists, How to Get Your Competition Fired is an indispensable tool for anyone who sells, or manages salespeople.
Most helpful customer reviews
4 of 4 people found the following review helpful.
Only for those who are intent on moving up.
By Amazon Customer
If you are practitioner of Commercial Property and Casualty Insurance or are in any way exposed to the sales side of it, this is a must-read book. I would go so far to say that if you are in any industry where in order to get new business, you must unseat an incumbent, this is a must-read book.
Many books related to sales are highly complex thought exercises that have not been tested in the real world. Some of the nuance is appreciated because I have actually successfully performed at this job in the insurance business for the past 25+ years.
Randy Schwantz's comprehensive approach to dealing with the harsh realities of competition is most refreshing. Most specifically, I am impressed with how the Wedge technique deals directly with unseating the competition. Also notable are the questioning techniques and the methods by which Randy gets strategic information about both you and the incumbent into the discussion without being an attack dog. I have sporadically used my own versions of a few of Randy's techniques for years but am thrilled to see how Randy pulls it all together for us.
This is an excellent tactical level how-to book; my copy is already dog-eared and highlighted throughout.
3 of 3 people found the following review helpful.
Excellent Lessons For Any Sales Professional
By D. Hanks
In the course of my career I have read many sales books some good some bad. How to Get Your Competition Fired falls squarely into the good category. It is a book that I will read again and again. I found three core truths that I think are so often overlooked by sales professionals. First, in the world we live in today Features, Advantages and Benefits do not win the day. Even in the technology arena people by from people they like and who give them superior service. The second truth is even more fundamental yet also overlooked. You have to let the customer figure out they are unhappy. That is the strenght of the wedge. You are not tricking them with slick closing techniques or gimmicks you are enabling them to take a fresh look at the service they receive and judge it accordingly. Finally, the foundational principle of doing your homework and knowing your accounts. Randy brings in multiple sources for research and various areas to review when researching an account. As I said this is not just a one-time read, it is a reference.
8 of 12 people found the following review helpful.
"To avoid the obvious is the soul of wit".
By P. Hyland
This is a most irritating and annoying volume.
The problem is eloquently stated and repeated and repeated again
and again ad nauseum. Essentially the difficulty is : You do all the work, you devise brilliant solutions and the incumbent walks off with the business- sound familiar. A solution to this difficulty is 'something devoutely to be wished'.
Listen to the author's solution which he
also reiterates again and again:
"Our job as salespeople is to help them (prospective clients)stay
in control of the things that are controllable, easing the pain they feel and making their future more predictable". Allow me to
translate-"clap-trap'.
The book goes on to regurgitate longwinded and repetitive observations on sales processes and practices that are well known to every journeyman salesman e.g. it describes an interaction with a slow-taking Texan where the author almost lost it by excitedly picking up the tempo and thus not reflecting the buyers mood- happily he caught himself in time and was triumphant: neurolinguistic programming 101?
This book is chock full of the obvious and positively vacant on the question of how to get your competition fired.
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz PDF
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz EPub
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz Doc
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz iBooks
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz rtf
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz Mobipocket
How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales, by Randy Schwantz Kindle
Tidak ada komentar:
Posting Komentar