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How To Get Your Competition Fired (Without Saying Anything Bad About Them): Using the Wedge To Increase Your Salesby Randy Schwantz
Synopses & ReviewsPlease note that used books may not include additional media (study guides, CDs, DVDs, solutions manuals, etc.) as described in the publisher comments.
"Our results using How to Get Your Competition Fired have been incredible. Our new business per month literally has doubled."
—Bill Jeatran, RJF Agencies, Inc., Minneapolis, Minnesota
"I've been in business 25 years, and How to Get Your Competition Fired is the first selling system I've seen that truly gives you the tactics, step by step with no loose ends, to win an account."
—David T. Peterson, Executive Vice President, Hylant Group, Toledo, Ohio
"We used How to Get Your Competition Fired to increase our commercial business from $8 million to $40 million in just five years. It transformed us. We're firm believers."
—T. Marshall Sadd, President, Lloyd Sadd, Alberta, Canada
"How to Get Your Competition Fired delivers what other books on selling don't . . . a clear path to follow to close the sale that eliminates your competition in the process."
—Michael Ferreira, Senior Vice President of Sales and Marketing, Bratrud Middleton, Tacoma, Washington
"How to Get Your Competition Fired is profitable because it's so adaptable and repeatable. It's a commonsense formula that you can use again and again to win new business."
—James G. Parker, James G. Parker Associates, Fresno, California
"Our first producers to learn and use How to Get Your Competition Fired grew their sales more than twice as fast as our overall premium growth."
—Dean Morrissey, Vice President, Lombard Canada Ltd., Toronto, Canada
"How to Get Your Competition Fired lays out exactly what you can do to win an account, not vague concepts that you have to study and apply."
—Paul Klaus, Commercial Lines Western Division, Westfield Group, Westfield Center, Ohio
"Differentiation is a constant challenge in the insurance industry. How to Get Your Competition Fired has helped agents turn more prospects into customers by powerfully defining Selective's, and their own, competitive advantages."
—Jim Caragher, Senior Vice President, Selective Insurance Group, Branchville, New Jersey
"This is not just a good idea that may or may not work. How to Get Your Competition Fired has already helped thousands of sales professionals achieve greater success."
—Glenn Simpson, Sales Manager, Walter Mortensen Insurance, Bakersfield, California
Book News Annotation:
In this guide for sales professionals, Schwantz promotes his Wedge® technique for displacing competitors and winning new business. He takes his reader through every step of assessing the competition and preparing and making the sales call. He also explains how to reach the commitment stage and how to establish a Wedge sales culture. The guide includes anecdotes, real-world examples and checklists.
Annotation ©2004 Book News, Inc., Portland, OR (booknews.com)
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.
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.
About the Author
RANDY SCHWANTZ, author of three previous books on selling, is President of The Wedge® Group, a business performance and sales consulting firm headquartered near Dallas, Texas. A former salesperson himself, Schwantz has spent more than 10,000 hours talking with people who sell for a living. His unique sales strategy, The Wedge, has been embraced by hundreds of companies and thousands of individual sales professionals throughout the United States and Canada. He and his wife, Lori, live with their four daughters near Dallas.
Table of Contents
Introduction The #1 Obstacle to Most New Business.
PART I: The Strategy to Win.
1. The Wedge.
2. Finding Your Winning Difference.
PART II: The Tactics That Work.
3. The Wedge Sales Call.
4. Discovering the Pain—The Problem Phase.
5. Proposing a Remedy—The Solution Phase.
6. Getting Your Competition Fired—The Commitment Phase.
PART III: Changing the Way Selling Is Done.
7. Individual Success.
8. The Wedge Sales Culture.
9. For Buyers Only.
10. For Current Providers Only.
11. The Wedge Flight Plan: A Quick Review.
About the Author.
What Our Readers Are Saying
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