title: How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales
author:  Randy Schwantz 
description: Traditional sales methods focus on the relationship between the salesperson and his or her prospect; the problem is that someone probably already has the account and the advantage of the last look. Schwantz, president and CEO of the Wedge Group, formulated a selling system that tackles the challenge of breaking the prospect's relationship with the current provider. He presents a series of questions that allow clients to reveal current dissatisfactions while you remain neutral. The goal is to prompt the prospect to come up with solutions and invite you to solve them, rather than the other way around. The Wedge addresses a delicate question, which is key to succeeding: If you really want me to be your new rep, how are you going to handle firing your old one? According to Schwantz, if you are confident that the prospect is willing to fire your competition, you've most likely won the account. Because it is a nonintuitive way of selling, implementing it will involve some discomfort at first. <i>David Siegfried</i><br><i>Copyright &#169; American Library Association. All rights reserved</i>
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  Date: 2005.03.16 13:04:26 +08'00'
  
  
  ffirs.qxd 11/30/04 10:03 PM Page i
  
  
  **How toGet**
  
  
  **Your**
  
  
  **Competition**
  
  
  **Fired**
  
  
  **(without Saying Anything**
  
  
  **Bad about Them)**
  
  
  ffirs.qxd 11/30/04 10:03 PM Page ii
  
  
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  ffirs.qxd
  
  
  
  
  
  11/30/04
  
  
  
  
  
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  iii
  
  
  **How toGet**
  
  
  **Your**
  
  
  **Competition**
  
  
  **Fired**
  
  
  **(without Saying Anything**
  
  
  **Bad about Them)**
  
  
  **Using The Wedge® to Increase Your Sales**
  
  
  **Randy Schwantz**
  
  
  **John Wiley & Sons, Inc. **
  
  
  ffirs.qxd 11/30/04 10:03 PM Page iv
  
  
  Copyright © 2005 by Randy Schwantz. All rights reserved.
  
  
  Published by John Wiley & Sons, Inc., Hoboken, New Jersey.
  
  
  Published simultaneously in Canada.
  
  
  The Wedge®, The Wedge® logo, and Selling Is a Contact Sport® are regi