How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales [NOOK Book]

Overview

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 ...

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How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales

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Overview

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.

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Product Details

  • ISBN-13: 9781118040348
  • Publisher: Wiley
  • Publication date: 12/3/2010
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 1
  • Pages: 224
  • Sales rank: 630,006
  • File size: 241 KB

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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