The Wedge for Technology – Randy Schwantz

The Wedge for Technology Information

The Wedge for Technology™ Workshop

The main objective of 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 to test their ability to fire the incumbent and hire you.

In a nutshell, the 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 identify which products and services your company provides better than your competition (using what we call 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 get a proactive service timeline in place so that your top accounts continue to do business with you.

Here’s what you’ll get in The Wedge for Technology

• Complete access to over 9 hours of self-paced video training (6 1.5-hour lessons), including a couple of bonus videos which go into depth on a few important topics.
• One 40+ page workbook that accompanies the training, which you can use for note-taking, exercises, and brainstorming. Print it out and use it as many times as you like. (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).

About author

Randy Schwantz, author of three previous books on selling insurance, is President of The Wedge® Group, a business performance and sales consulting firm. A former salesperson himself, Schwantz has spent more than 10,000 hours talking with people who sell for a living. His unique sales strategy, The Wedge, has been embraced by hundreds of companiesand thousands of individual sales professionals throughout the United States and Canada. He and his wife, Lori, live with their four daughters near Raleigh, NC.

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