 How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales
ISBN: 978-0-471-70311-2
Hardcover
224 pages
January 2005
US $26.95
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Preface.
Introduction The #1 Obstacle to Most New Business.
PART I: The Strategy to Win.
1. The Wedge.
2. Finding Your Winning Difference.
PART II: The Tactics That Work.
3. The Wedge Sales Call.
4. Discovering the Pain—The Problem Phase.
5. Proposing a Remedy—The Solution Phase.
6. Getting Your Competition Fired—The Commitment Phase.
PART III: Changing the Way Selling Is Done.
7. Individual Success.
8. The Wedge Sales Culture.
9. For Buyers Only.
10. For Current Providers Only.
11. The Wedge Flight Plan: A Quick Review.
References.
Index.
About the Author.
