June 16th 2014
How to Get Your Competition Fired. ( without saying anything bad about them) Randy Schwantz.
How to Get Your Competition Fired. Randy Schwantz. 2005. ISBN 0471703117. A client recommended this book and I am pleased he did. The author really nails the challenge of moving an incumbent out of the picture. Coupled with the books on Insight Selling, Agile Selling and so on this makes it a full meal deal. Pre call research on the target is emphasized and Schwantz stresses the need to do pre call research on the incumbent. Then he lays out a very comprehensive program of questions and responses to bring the prospect into a fuller awareness of what you do differently. Very valuable book for sales leaders and top producers whether you are a shop of one or hundreds of salespeople. Great one way read to across the country.
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Category: Sales, Sales Effectiveness, Sales Efficiency
