by Randy Schwantz
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Product 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.
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Average Customer Review:
0 of 0 people found the following review helpful:
 Randy Schwantz has definitely helped redefine our sales strategy within our business, 2008-08-27
It's more than what your grandmother told you..."if you can't say anything nice about anyone, then don't say anything at all..." Randy's book helped us focus on our business strengths during the sales process and how best to communicate those to a potential customer. We now include a "Proactive Timeline" in all of our proposal materials.
0 of 0 people found the following review helpful:
If you think outside the box, 2008-06-07
you may find gold!
I bought this book, at the suggestion of a study group partner, to help in my business - a unique and complex family office practice where our differences are difficult to articulate succinctly. Not so difficult any more!
Yesterday I used principles from the book to counsel a young woman starting a consulting business in the defense area. This morning it was help to a missionary to Russia to figure out how to differentiate his ministry with pastors who may choose to support him or many, many others.
For our organization this was the missing link.
1 of 1 people found the following review helpful:
Teaches you to work smarter not harder without the cliche's, 2007-01-23
This book blew open my old beliefs on selling with it's basic premise. Simple, but powerful. You are not just selling to your customer. You are also selling against the current provider. I had never considered the incumbant provider as part of my sales process. I had always thought of them as a nuisance that I hoped would go away. Not anymore.
In my experience, sales books like this one rarely deliver much of substance to the seasoned salesperson. They usually use catchy titles and then fill the pages with a lot of re-cycled fluff and hype. This book showed me in living color that there is another way of doing things that will increase my income and quality of life...if I open up my mind to it and give it a try. (BTW I have given it a try and it works.) The method suggested is backed up with statistics, examples, a pursuasive argument for questioning the old way of doing things and a road map to follow.
Another refreshing first for me when it comes to sales books....this one did not overpromise - Made very clear that sales is still sales. There's no magic bullett or get rich quick way to do it. The Wedge is better, it's not fool's gold.
Motivated me and gave me specific actions to take. I came away from the book knowing that I could put a plan based on this book into place for the coming year. I also felt well supported, knowing that I could contact The Wedge organization if I wanted more training or clarification of the process....but I didn't feel like the point of the book was to sell me on more training.
Bottom Line: There is enough here for the do it yourselfer and ample other resources available for those who want a more comprehensive understanding of the The Wedge method or want the kind of training that will really get you or your organization moving in a new, more profitable, direction fast.
Great Ending - I loved the note to the buyer at the end. Great perspective shift. Great way of disarming the buyer as "the enemy" which is how they must feel sometimes when dealing with sellers.
This book is an easy read. It's well written, motivates you by opening up your perspectives on selling in new ways, and stays away from wild promises and Used Car Saleman hype. It re-ignited my passion for selling and gave me solid advice for getting more productive as a salesperson. A great resource that I refer back to a lot. Again, rare for a sales book in my case.
I strongly recommend it to anyone who wants to get their numbers up.
3 of 4 people found the following review helpful:
Excellent Book. Randy hits it dead on!!, 2007-01-17
I thought this would be another one of those old sales techniques made to work today, but that's not what this book is. The author has it dead right and explains how to get your competition fired without saying anything bad about them (thus the tiltle) in an awesome way. If you are in sales and your prospect has a current vendor or supplier this stuff really works. Try it and your business will increase. The book is an easy read and full of examples. All I can say is you have to read this book and you won't be disappointed.
0 of 0 people found the following review helpful:
 Thin on content , 2007-01-04
The content is good - what there is of it. And there isn't much! Somewhat overpriced, I think. I only bought it because someone whose opinion I respect raved about it, and how much of a different applying the technique had made to his sales closes. I agree it's a very, very good technique.
But the book's expensive for a single idea, said over & over.
Price is accurate as of the date/time indicated. Prices and product availability are subject to change. Any price displayed on the Amazon website at the time of purchase will govern the sale of this product.
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