This fastpaced book will show you how to transform typical referrals into rejectionproof red hot introduction. Buy a cheap copy of how to get your competition fired. I use this book in sales training classes with excellent feedback from students. Commercial insurance sales guru delivers stepbystep advice to. Interestingly enough, a lot of the books weve read arent specifically directed at.
The wedge by bestselling author, randy schwantz, shows insurance sales professionals how to create the wedge sales culture, establish a proactive services sales culture, and create wedges between you and the competition. The wedge group drive a wedge between you and your competition. A sixstep plan for driving a wedge between the competition and thecustomer for sales people, convincing a potential customer to choose themover the competition is no easy task, and especially when thecompetition already has the account. How to get your competition fired without saying anything bad about them. He shows how to reveal the competitions shortcomings without seeming to, letting prospects decide independently to dump their current provider, exclude other competitors and, finally, switch to the salespersons product or service. Get gamechanging insights and expertise from randy schwantz and access to. Randy schwantz dallas, tx is a leading authority and expert on the sales process. The wedge group creating extraordinary growth machines founded in 1992, the wedge group provides companies a broad range of customized solutions based on creating a wedge sales culture within any salesoriented environment based in the dallasfort worth metroplex, the wedge group has helped hundreds of companies throughout the. The wedge by randy schwantz takes aim at a particular aspect of prospecting. Author jeff spain wrestling with business book why. Randy schwantz uses his ultra successful wedge sales process to win new business fast duration. The wedge get the book that revolutionized an industry. How to stop selling and start winning schwantz, randy on. How to get your competition fired without saying anything bad about them using the wedge technique to gain new business book.
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A former salesperson himself, schwantz has spent more than 10,000 hours talking with people who sell for a living. Its not really the coverage unless its extraordinarily complex. Join facebook to connect with randy schwantz and others you may know. We believed that using a solid sales platform, training our new producers on the distinct values interwest delivers, would. Approach to leveraging existing relationships into new business. Schwantz heads the wedge group, a 12person, argylebased sales training company that conducts workshops nationwide in cities like las vegas, chicago and newark, n. 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 clients inner dissatisfaction in the current relationship. The wedge by bestselling author, randy schwantz, shows insurance sales. Finally, how to get your competition fired shows readers a proven system for breaking the relationship between the competition and the customer. Randy schwantz national underwriter sales essentials. At the urging of umspbymsp, i recently purchased and read through the wedge. Randy is president and ceo of the wedge group, whose clients include fortune 500 companies as well as small businesses. Based on the wedge sales culture, this book, by bestselling author, randy. The wedge offers a powerful, proven technique to distinguish you from the.
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. Continue to grow your business dramatically with randy schwantzs product of services platform. The title of this book is the wedge and it was written by randy schwantz. Shop the latest titles by randy schwantz at alibris including hardcovers, paperbacks, 1st editions, and audiobooks from thousands of sellers worldwide. Randy schwantz and the wedge was one of the foundations used in building the interwest producer development and training programs. Presents and discussses the wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business.
All the corner office producers had the wedge in their bookcases. Randy schwantz author of the wedge agency revolution. It begins with a single truth most clients do not want to be sold, they want to buy. The book concentrates on a fourstep process called position, leverage, growth, and. How to stop selling and start winning by randy schwantz 1998, paperback at the best online prices at. Presents and discussses the wedge sales strategy, which was developed by a winning sales.
How to get your competition fired without saying anything. Randy schwantzs method, the wedge r, includes a sixstep plan that drives a wedge between the competition and the customer. Based on the wedge sales culture, this book, by bestselling author, randy schwantz, reminds sales. The wedge by randy schwantz meet your next favorite book. The wedge offers a powerful, proven technique to distinguish you from the incumb. Red hot introductions by randy schwantz available from rakuten kobo. Interestingly enough, a lot of the books weve read arent specifically directed at the insurance industry. Learn how to become a million dollar producer with randy. A sixstep plan for driving a wedge between the competition and the customerfor sales people, convincing a potential customer to choose them over the competition is. Over 6,000 producers have been trained with our wedge sales process. Themustreadbook for any sales professional that is looking to make their job a career. About randy schwantz schwantz is founder of the wedge group. The wedge the wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business. The wedge group drive a wedge between you and your.