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 Without Saying Anything Bad About Them: Using the Wedge to Increase Your Sales

Business & Money

Schwantz, Randy

Marketing & Sales

John Wiley&Sons, Inc.

The Wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business. You will dramatically increase your "win ratio" and add satisfied clients to your book of business by researching a potential client, building rapport, and discovering the client's inner dissatisfaction in the current relationship. Learn Why Traditional Selling Doesn't Work Learn What You Need To Know To Win Rapport, Discovery, Differentiation The Six Steps of The Wedge Wedge Scripting Aids and More! Randy Schwantz s The Wedge strips away the theoretical and packs in the most practical sales techniques to come along in the last ten years. If a salesperson is not Driving the Wedge, they re just spinning their wheels! Richard F. Yadon, Jr. Director of Sales Willis Corroon Corporation of Kansas After reading The Wedge, and applying its principles to my sales presentations, I landed a rather large account that I know a competitor was also avidly pursuing. That alone makes the investment in this book worthwhile. kemspeaks Amazon.com online reviewer Phoenixville, PA Randy Schwantz is President &amp; CEO of The Wedge Group, a sales training and consulting firm headquartered near Dallas, Texas. He is in the business of helping agencies, carriers and other companies accelerate their profitable growth by integrating their sales people, support staff and executive leadership into a high-performance team.

The Wedge: How to Stop Selling and Start Winning

Insurance

The National Underwriter Company

Breaking the Sales Barrier: How to Develop Million Dollar Producers An excellent resource for the sales leader, Breaking the Sales Barrier: How to Develop Million Dollar Producers captures and explains the critical elements necessary to manage producers so that they can join the elite of the sales force. This "how to" book is filled with the tools that agency owners and sales managers need to develop a winning sales culture and what producers need to embrace it.

Breaking the Sales Barrier: How to Develop Million Dollar Producers

Jenkins, Brian

Education & Reference

Natl Underwriter Co

Get ready to revolutionize the way you do business with Red Hot Introductions, the only book that challenges the concept of referrals, and presents a new way of reaching and winning -- your ideal prospects every time. you are: Frustrated that you are not making more money Searching for new ways to acquire new clients Unimpressed by all the worn-out sales strategies out there Looking for the something to give your business a swift kick Then get ready to revolutionize the way you do business with Red Hot Introductions, the only book that challenges the concept of referrals, and presents a new way of reaching and winning -- your ideal prospects every time. In Randy Schwantz s trademark straight-shooting style, you ll discover how easy it is gain new business through existing clients and contacts without asking for a referral! Using his proven six-step system, you ll learn how to acquire Red Hot Introductions that: Win more accounts Generate more revenue Provide instant credibility and trust Keep your pipeline full of qualified prospects You ll also learn how to: Develop an Ideal Prospect File and take more control over prospect quality, thus shortening your sales cycle. Overcome the mental barriers that keep you from asking your current clients for personal introductions to ideal prospects. Spend less time chasing after referrals so you have more time to develop solid client relationships that distinguish you from the competition. Obtain instant credibility and trust by changing your approach to prospecting. Help your clients create an introduction dialogue that tells your new prospect what value you brought to your current client s situation. Don t be left cold by referrals anymore! Get Red Hot Introductions today! You might also like Breaking the Sales Barrier: How to Develop Million The Randy Schwantz Sales Package The Wedge: How To Stop Selling and Start Winning RAVE REVIEWS Far too many books avoid the only real question producers have ... How can I get in front of quality prospects on a consistent basis? Randy Schwantz tackles the issue head on, showing you how to get introductions to the hidden prospects who may not have an immediate need but are under-served by their current financial service representative. Success requires more than knowledge ... you must have a system. Red Hot Introductions provides a system for getting quality introductions on a consistent basis and that can only help increase your bottom line! Bill O Quin, CLU, ChFC President, Financial Services Online Red Hot Introductions is loaded with useful information from the first page to the last paragraph ... He combines the best principles of networking with the best referral strategies into an original system that drives better results in half the time. Randy has discovered the missing link in the referrals game you can help people help you. I am glad he was willing to share it with the rest of us. Bob Littell, CLU, ChFC, FLMI, SRM Owner and Principal, Broker s Resource Center, Inc., Second Opinion Insurance Services, LLP Author, Power NetWeaving

Red Hot Introductions: A Revolutionary Approach to Leveraging Existing Relationships into New Business

Want to achieve your personal goals of doubling or tripling your income? Want to have more time to invest in your family and personal relationships?Like its popular predecessor The Wedge, The Wedge for Financial Advisors offers a powerful, proven technique to distinguish you from the incumbent advisor and help you increase your sales and win new business. It begins with a single truth most clients do not want to be sold, they want to buy.

The Wedge for Financial Services: How to Stop Selling and Start Winning

Finance