Book Review: How to Get Your Competition Fired (Without Saying Anything Bad About Them) - Using The Wedge to Increase Your Sales by Randy Schwantzcategories: Books, Business & Investing, Marketing & Sales, Selling System
Intriguing, Practical, and a Must Read!I read a lot of books on selling. I have to say this is one of the easier and more practical methods out there. I firmly believe that yesterday's methods of selling don't hold the promise it once did. Sales reps are being asked to cover more territory and produce higher quotas thus relying on price to bring home the bacon while whittling down their margins so as to hit goals.
This book lays it on the line that the current customer uses your low priced proposal to get an even better price from your competitor. The end result is the competitor still gets the business and you are still looking for a sale. Now you have wasted even more time because there was a "third" party in place you didn't recognize. Randy does an excellent job on this book.
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