Book description
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.
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.
