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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.
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.
作者簡介
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.
目次
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.
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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