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How to get your competition fired using the Wedge technique to gain new business 1st Edition by Randy Schwantz ISBN 0471703117 9780471703112

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How to get your competition fired using the Wedge technique to gain new business 1st Edition Randy Schwantz Digital Instant Download

Author(s): Randy Schwantz
ISBN(s): 9780471703112, 0471703117
Edition: 1
File Details: PDF, 1.95 MB
Year: 2005
Language: english
SKU: EB-930104 Category: Tag:

How to get your competition fired using the Wedge technique to gain new business 1st Edition by Randy Schwantz – Ebook PDF Instant Download/Delivery: 0471703117, 9780471703112
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ISBN 10: 0471703117 
ISBN 13: 9780471703112
Author: Randy Schwantz

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.

How to get your competition fired using the Wedge technique to gain new business 1st Table of contents:

Chapter 1: Understanding Your Competition

  • Identifying Your Competitors

  • Analyzing Their Weaknesses

  • Spotting Opportunities

Chapter 2: The Psychology Behind the Wedge Technique

  • Influence and Persuasion

  • Undermining Without Being Obvious

  • Building Trust with Prospects

Chapter 3: Preparing Your Strategy

  • Research and Intelligence Gathering

  • Crafting Your Message

  • Timing Is Everything

Chapter 4: The Wedge Technique in Action

  • How to Introduce Doubt

  • Creating Value That Your Competitor Doesn’t Offer

  • Using Testimonials and Case Studies

Chapter 5: Managing Client Relationships

  • Building Stronger Bonds with Clients

  • Handling Objections and Pushback

  • Keeping Clients Loyal

Chapter 6: Ethics and Boundaries

  • Staying Professional

  • Avoiding Legal Pitfalls

  • Long-Term Reputation Management

Chapter 7: Measuring Your Success

  • Tracking New Business Gains

  • Adjusting Your Approach

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Tags: Randy Schwantz, Wedge technique, business