How to Get Your Competition Fired (0471703117)

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Traditional sales methods focus on the relationship between the salesperson and his or her prospect; the problem is that someone probably already has the account and the advantage of the last look. Schwantz, president and CEO of the Wedge Group, formulated a selling system that tackles the challenge of breaking the prospect's relationship with the current provider. He presents a series of questions that allow clients to reveal current dissatisfactions while you remain neutral. The goal is to prompt the prospect to come up with solutions and invite you to solve them, rather than the other way around. The Wedge addresses a delicate question, which is key to succeeding: If you really want me to be your new rep, how are you going to handle firing your old one? According to Schwantz, if you are confident that the prospect is willing to fire your competition, you've most likely won the account. Because it is a nonintuitive way of selling, implementing it will involve some discomfort at first.

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	Business How to Get Your Competition Fired Without Saying Anything Bad About Them
	Business How to Get Your Competition Fired Without Saying Anything Bad About Them
	Technical How to Get Your Competition Fired Without Saying Anything Bad About Them A six-step plan for driving a wedge between the competition and the customerFor 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. ...
	Economics/Finances How to Get Your Competition Fired (Repost) How to Get Your Competition Fired Publisher: John Wiley & Sons \| ISBN: 0471703117 \| edition 2005 \| PDF \| 220 pages \| 11,6 mbTraditional sales methods focus on the relationship between the salesperson and his or her prospect; the proble ...
	Technical Your Competition Fired Without Saying Title: Your Competition Fired Without SayingLinks
	How to Get Your Competition Fired (Without Saying Anything Bad About Them) How to Get Your Competition Fired (Without Saying Anything Bad About Them):Using The Wedge to Increase Your Sales by Randy Schwantz Publisher: John Wiley & Sons \| ISBN: 0471703117 \| edition 2005 \| PDF \| 220 pages \| 11,6 mbTraditional sales ...

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