Randy Schwantz – The Wedge for Technology

Now imagine what it would be like if you were able to almost magically wrangle part of your competition’s client list away from them ? What would this do? for your confidence level? File Size: 430.7MB

Randy Schwantz – The Wedge for Technology

Think of the contracts you lost just in the last twelve months alone – you know, the ones you really could have won . How much do they add up to – tens of thousands or perhaps even hundreds of thousands of dollars?

Imagine what it would feel like – right now – if you had simply closed one-fourth, one-third or even one-half of those sales?

It would make things a lot easier, right? You’d probably have to worry a lot less about:

Hit the next payroll

this month’s sales numbers

You don’t want to lose clients you don’t like because you need the revenue

how to price the next job so you won’t lose it, even though it compromises your company’s long-term viability

Now imagine what it would be like if you were able to almost magically wrangle part of your competition’s client list away from them ? What would this do? for your confidence level?

Master Growth Coach for More than 20 years Randy SchwantzAuthor of The Wedge , How to Stop Selling and Start Winning , can help you to do just that – all in this one, self-contained, self-paced workshop.

That’s right – no conference fee, no traveling out-of-town, no selling down-time, and no seminar brain-overload – because you learn at your own pace in an environment that works best for you. All you need to do is use a computer.

It’s simple: You only need three sales tactics to increase your revenue.

Selling more to existing clients is easier. I assume your sales team has been down this path already, but it wouldn’t hurt to keep on top of things.

Selling more to companies that have never bought technology solutions before or have recently fired their tech firm. These are probably the most common of all these. However, to locate them you may need to hire Miss Cleo or Sherlock Holmes.

Pick off your competitors’ clients, one by one . Legal poaching is legal.

Get your instant download Randy Schwantz – The Wedge for Technology

Let me now take each tactic one at a while and show you where your greatest vulnerabilities are.

How do you know you’ll keep all your existing clients? Sure, you should probably ditch the ones you’re wasting time with and who aren’t profitable, but what makes you so sure that your competitors aren’t bearing down on your cash cows and doing what they can to steal them away from you? (Hint: you shouldn’t be so sure, and your competition is likely doing just that!) What are you doing to address this vulnerability? (Yes, you can lose your cash cows. I’ve seen it over and over again – especially with a change in decision-makers or a sudden new emphasis on the “bottom line.”)

If you’re selling to brand-new prospects, how can you make sure they’ll see you in a much more favorable light than your competition? How can you ensure you have the right track to a signed proposal? If you don’t know the answer to this, you’re almost certainly flushing good money (and time) right down the drain.

How’s selling to your competition’s clients going for you? This scenario may sound familiar?

• After being told, you finally get a meeting with your client. “no” Many times. (Excitement!)
• They are receptive to your presence, but you will be given a chance. (More excitement.)
• It takes hours to create a proposal that is great. “target number” You were also “leaked” In the meeting. (Everyone who reads the proposal loves it – even your spouse. Two thumbs-up.
• You spend hours creating a presentation to accompany your fantastic proposal. You spare no expense. (Drum roll…)

During the presentation, you’re told your presentation and offer are impressive, and you head back to the office excited, because you heard the decision maker make a few remarks that seemed “forward-moving.” (All presenters are all smiles. They invite you for a delicious lunch afterwards. They pay!

On the day the decision is to be made, they don’t call. (You feel a queasy sensation in your stomach.

Phone calls. Messages. Emails. Voicemails. Repeat. Continue to do this. (Tums. Perhaps even Prilosec.

Finally, some underling reluctantly leaves you a voicemail that they’re maintaining their relationship with their current vendor – but they loved your solution – really – and thank you again for You are professional and take the time to do so. In fact, they might call you again in future. (Defeat.)
What’s the matter, man? You’ve just been rolled. You’ve just lost a lot time and money. You also lost a lot dignity and self-respect. for That is the most important thing.

Unfortunately, that’s normally the way it goes when you try to sell against an incumbent relationship .

Get your instant download Randy Schwantz – The Wedge for Technology

Without further ado, here’s the solution that will help you avoid all of these problems, disappointments, and stress:
The Wedge for Technology™ Workshop

• The Main objective The Wedge Sales Process™ is to teach you to break incumbent relationships to win new business.
• With this time-tested, yet rarely-employed sales technology, you will learn…
• Where you are strong and your competition is weak – which leads to how the prospect is being underserved.
• How to exploit the competition’s weakness to get prospects to see how they are being underserved.
• How can you test their ability fire the incumbent and hire them?
• The essence of the matter is that Wedge works because… if what you bring to the table is the same as what they have, they don’t need you!
• How to stop selling and start winning
• When you go through the easy-to-understand principles of this workshop, you’ll also learn…
• How to determine which products or services your company provides that is better than the competition. We call this the “The” “ladder of abstraction”).
• How to develop proactive services that are tangible and concrete that will differentiate you – a lot – from your competition.
• How to develop a Pre-Call Strategy™ that will have you knowing the prospect, the key players, etc., the incumbent technology firm, etc.
• How to conduct a new business interview that will enable you to find and ethically exploit a prospect’s pain. (This is how prospects begin to realize how they are underserved – without you having to say anything bad about the incumbent!)
• How to get a commitment in advance that they will fire the other guy and hire you if you can give them what they’re asking for.
• How to set up a proactive service plan so your top clients continue doing business with you.

What you get

• You have complete access to over 9 hours worth of video training, including 6 1.5-hour lessons and bonus videos.
• A 40+ page workbook is included with the training. You can use it! for Note-taking, exercises, brainstorming, and other activities. It is easy to print and you can use it as often as you wish. (It’s great to use for Annual planning preparation.
• Picture Perfect Recipe cards for Technology (you’ll have to take the course in order to find out how valuable these will be in your prospecting and your post-sales efforts).

Yes, Randy! I want The Wedge For Technology