How To Get Your Competition Fired

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The book explains how you can get your prospects to discover their pain caused by the incumbent, and gets them to decide on their own to hire you and fire the incumbent to remove that pain. The actual sales call includes 6 steps: Picture Perfect, Take Away,Vision Box, Replay, White Flag and Rehearsal. This is a book that delivers tactics, not just concepts. Readers can begin using what they learn from it the next day. How to Get Your Competition Fired includes anecdotes, case examples and checklists. Special Feature Compelling Subject: How to Get Your Competition Fired is a unique sales strategy that hasn’t been written about. The author has installed this methodology in major corporations such as: Travelers, Chubb, GE Mortgage Insurance and Royal Bank of Canada Author Firm promotion: The author and his firm give 50-75 speeches, seminars and client engagements a year on How to Get Your Competition Fired and the techniques used in the book. The author has retained a publicity firm to help with media placements. The author and his firm will promote the book through direct marketing efforts to more than 100,000 clients and newsletter subscribers - driving sales to the retail outlets Strong backlist title: Sales and selling is a strong backlist category

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Randy Schwantz 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 including Fortune 500 companies and small businesses have increased their sales dramatically using his methods. As the creator of The Wedge, Randy has been called "part sales psychologist and part engineer" for his re-invention of pre-call strategy and the sales call in order to get the competition fired. Randy and his wife, Lori, have four daughters. They live in Argyle, Texas. Table of Contents Preface Introduction The -1 Obstacle to Most New Business Part I: The Strategy to Win The Wedge Finding Your Winning Difference Part II: The Tactics that Work The Wedge Sales Call Discovering the Pain-The Problem Phase Proposing a Remedy-The Solution Phase Getting Your Competition Fired-The Commitment Phase Part III: Changing the Way Selling is Done Individual Success The Wedge Sales Culture For Buyers Only For Current Providers Only The Wedge Flight Plan: A Quick Review References Index