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How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales Hardcover – January 21, 2005


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Product Details

  • Hardcover: 224 pages
  • Publisher: Wiley; 1 edition (January 21, 2005)
  • Language: English
  • ISBN-10: 0471703117
  • ISBN-13: 978-0471703112
  • Product Dimensions: 6.4 x 0.9 x 9.1 inches
  • Shipping Weight: 13.6 ounces (View shipping rates and policies)
  • Average Customer Review: 3.7 out of 5 stars  See all reviews (29 customer reviews)
  • Amazon Best Sellers Rank: #133,521 in Books (See Top 100 in Books)

Editorial Reviews

From Booklist

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. David Siegfried
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Review

Next time you sit down for a sales presentation with a new prospect, realize that a third party is looking over your shoulder: your competition. How can you get rid of them? Sales consultant Randy Schwantz provides an answer in How to Get Your Competition Fired (Without Saying Anything Bad About Them). Schwantz's sales process, which he dubs "The Wedge," promises to reliably unseat entrenched suppliers and make their customers yours. Starting with proposing an ideal picture your competition is unlikely to meet, Schwantz reveals a subtle yet simple process for getting prospects to practically demand to buy from you. (Entrepreneur Magazine, May 2005)

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Customer Reviews

The book is an easy read and full of examples.
J. N. Kaye
It teaches you to sell based on the unique value you bring to the client vs. bashing your competition.
Brenda A. Rodgers
The book tells you enough to get interested but you need further training when you are done.
Shoeless

Most Helpful Customer Reviews

4 of 4 people found the following review helpful By Amazon Customer on February 22, 2006
Format: Hardcover
If you are practitioner of Commercial Property and Casualty Insurance or are in any way exposed to the sales side of it, this is a must-read book. I would go so far to say that if you are in any industry where in order to get new business, you must unseat an incumbent, this is a must-read book.

Many books related to sales are highly complex thought exercises that have not been tested in the real world. Some of the nuance is appreciated because I have actually successfully performed at this job in the insurance business for the past 25+ years.

Randy Schwantz's comprehensive approach to dealing with the harsh realities of competition is most refreshing. Most specifically, I am impressed with how the Wedge technique deals directly with unseating the competition. Also notable are the questioning techniques and the methods by which Randy gets strategic information about both you and the incumbent into the discussion without being an attack dog. I have sporadically used my own versions of a few of Randy's techniques for years but am thrilled to see how Randy pulls it all together for us.

This is an excellent tactical level how-to book; my copy is already dog-eared and highlighted throughout.
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3 of 3 people found the following review helpful By D. Hanks on January 20, 2006
Format: Hardcover
In the course of my career I have read many sales books some good some bad. How to Get Your Competition Fired falls squarely into the good category. It is a book that I will read again and again. I found three core truths that I think are so often overlooked by sales professionals. First, in the world we live in today Features, Advantages and Benefits do not win the day. Even in the technology arena people by from people they like and who give them superior service. The second truth is even more fundamental yet also overlooked. You have to let the customer figure out they are unhappy. That is the strenght of the wedge. You are not tricking them with slick closing techniques or gimmicks you are enabling them to take a fresh look at the service they receive and judge it accordingly. Finally, the foundational principle of doing your homework and knowing your accounts. Randy brings in multiple sources for research and various areas to review when researching an account. As I said this is not just a one-time read, it is a reference.
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2 of 2 people found the following review helpful By AliGhaemi on June 26, 2010
Format: Hardcover
How To Get Your Competition Fired advances the idea of The Wedge, a sales methodology that not only takes the prospect into consideration, but also places an emphasis on the need to deal with existing incumbent or in-progress competitive pressures. Randy Schwantz honed his sales skills in the insurance industry; however, one cannot see why the ideas and scripts in his book would not apply to other industries. Speaking of scripts, Schwantz is adamant early on that he will offer concrete and tangible examples, which he fulfils. The book was provided to me by an ethusiastic CEO, which encouraged me to read it.

The Wedge, therefore, focuses on dislodging the competition or dethroning the current provider. The difference, however, is the book's emphasis that the process should happen at the customer's own volition. As the seller drives the process and executes the script, the customer is driven to ask for the seller's goods or services. It is a risky proposition - claiming that a regimented and scripted approach applies universally - but there is much to conceptually like here.

The book's core premise is that consultative selling is limited in scope with its emphasis of a two-way dynamic in sales, namely that of the buyer and the seller. The situation, this book emphasizes, is more akin to a triangle. Competition exists and ignoring it, or not giving it equal consideration, is not clever. Good point.

The first step for a seller is to know his competitive advantage. With competition possibilities on price or product being unlikely or limited the emphasis falls upon service, of which the author insists on the proactive kind, which the customer currently does not see from its provider.
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15 of 21 people found the following review helpful By Michael W. Peterson on May 14, 2005
Format: Hardcover
This is, by far, the most powerful book I've ever read on marketing - as it relates to my profession as a financial planner. However, I would think this book would easily translate for anyone in the service industry.

How to Get Your Competition Fired realizes and addresses a problem most books on marketing don't. That is the fact that in most cases; your prospect is already dealing with your competition. Many of the books on marketing I've read through the years neglect this one detail; but it's an important detail.

In my profession, almost all of my clients were dealing with another financial planner before working with me. After readign Randy's book, I've found it much easier to cast myself in a more favorable light, show prospects how I deliver better service with greater value, and then - most importantly - how to prepare them to leave their present advisor.

Many of you in the servie industry probably have run into the situation where you find a prospect who you can help. Your competition has not been providing very good service. The prospect tells you they are ready to come on board. Then, the next call you get is to tell you that they are staying with your competition.

If many of your prospective clients are currently dealing with your competition, you can't afford to miss reading this book!
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