How to Get Your Competition Fired (Without Saying Anything Bad About Them)
Chapter One
The Wedge
Selling is like flying. If you do not land safely, nothing
else matters. And so it is with sales. It is about setting
your wheels on the runway safely and getting paid. If you
do not win the deal, what is the point? Few salespeople get
paid to prospect and present. What they get paid for is to
win. No, I am not saying your life is at stake. But if you are
going to invest your time in seeing a prospect, why not at
least have a strategy to maximize your chance of winning
the business?
As I spent my first 5,000 hours coaching and listening
to salespeople, I kept asking myself: What is it that makes
them crash? What prevents them from landing safely and
getting paid?
One problem is that, in most cases, someone already
has the account. As you come in for a landing seeking to
touch down on the runway and close the deal, your competition-the
incumbent provider who already has the account-is
waiting in the bushes b ... read full excerpt from How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales ebook
