How to Get Your Competition Fired (without saying anything bad about them): Using The Wedge to Increase Your Sales

Overview

"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 ...

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Overview

"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

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Editorial Reviews

From the Publisher
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)
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Product Details

  • ISBN-13: 9780471703112
  • Publisher: Wiley
  • Publication date: 1/14/2005
  • Edition number: 1
  • Pages: 224
  • Sales rank: 220,912
  • Product dimensions: 6.00 (w) x 9.00 (h) x 0.63 (d)

Meet 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.

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Table of Contents

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.

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