How to Get Your Competition Fired (Without Saying Anything Bad About Them) (PDF)
Using The Wedge to Increase Your Sales
(Sprache: Englisch)
A 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...
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...
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A 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.
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.
Inhaltsverzeichnis zu „How to Get Your Competition Fired (Without Saying Anything Bad About Them) (PDF)“
Preface. 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. References. Index. About the Author.
Autoren-Porträt von Randy Schwantz
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.
Bibliographische Angaben
- Autor: Randy Schwantz
- 2005, 1. Auflage, 256 Seiten, Englisch
- Verlag: John Wiley & Sons
- ISBN-10: 0471711187
- ISBN-13: 9780471711186
- Erscheinungsdatum: 06.01.2005
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