How to Get Your Competition Fired (without Saying Anything Bad about Them)
Using The Wedge? to Increase Your Sales
by Randy Schwantz
John Wiley & Sons, Inc.
Abstract from the Book :
This book is the result of more than 10,000 hours I have spent working with salespeople. A lot of them, perhaps like you, were very motivated, smart, hardworking, and yet frustrated. They were frustrated because they were not achieving the high goals they had set for themselves. For them, hard work did not always mean a higher income.
These were people who appeared to be doing everything right. They were excellent communicators and great relationship builders. They listened to their prospects. They were helpful and friendly. They brought back great proposals at great prices. And on too many occasions, they still did not get the business.
What I learned from my experience has helped many of these people achieve their personal goals of doubling or tripling their incomes, having more time for their families and other personal relationships, and realizing the professional success that had escaped them for so long.
How did they do it? Did they work longer hours? Did they call on more prospects? No. In fact, they quit playing the numbers game. Instead, they focused their limited time and energy on overcoming the number one obstacle to selling most new business?their competition.