Think of the contracts is Archive: you lost just in the last twelve months alone – you know, the ones you really could have won..
Archive: Think of the contracts you lost just in the last twelve months alone – you know, the ones you really could have won.
they is How much do 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?Things would be a lot better, right?.
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?Things would be a lot better, right?
You’d is probably have to worry a lot less about:hitting the next payrollthis month’s sales numberslosing your even less-than-desirable clients because you need the revenuehow to price the next job so you won’t lose it, even though it compromises your company’s long-term viabilityNow imagine what it would be like if you were able to almost magically wrangle part of your competition’s client list away from them?.
You’d probably have to worry a lot less about:hitting the next payrollthis month’s sales numberslosing your even less-than-desirable clients because you need the revenuehow to price the next job so you won’t lose it, even though it compromises your company’s long-term viabilityNow imagine what it would be like if you were able to almost magically wrangle part of your competition’s client list away from them?
worth is How much would that be in real dollars, and what would that do for your confidence level?Master Growth Coach for over 20 years, Randy Schwantz, author 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..
How much would that be worth in real dollars, and what would that do for your confidence level?Master Growth Coach for over 20 years, Randy Schwantz, author 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.
you is All need is a computer.Think about it: There are only three main sales tactics to drive up your revenue:Sell more to your existing clients..
All you need is a computer.Think about it: There are only three main sales tactics to drive up your revenue:Sell more to your existing clients.
I is assume your sales team has been down this path already, but it wouldn’t hurt to keep on top of things.Sell more to companies who have never purchased technology solutions before or who have already fired their tech firm..
I assume your sales team has been down this path already, but it wouldn’t hurt to keep on top of things.Sell more to companies who have never purchased technology solutions before or who have already fired their tech firm.
You is can probably count the number of these on one hand..
You can probably count the number of these on one hand.
them, is To find though, you might need to enlist the services of Miss Cleo and/or Sherlock Holmes!Pick off your competitors’ clients, one by one..
To find them, though, you might need to enlist the services of Miss Cleo and/or Sherlock Holmes!Pick off your competitors’ clients, one by one.
legal poaching.Now is Yes, let me take these tactics one at a time and show you your biggest vulnerabilities:How do you know you’ll keep all your existing clients?.
Yes, legal poaching.Now let me take these tactics one at a time and show you your biggest vulnerabilities:How do you know you’ll keep all your existing clients?
you is Sure, 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?.
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?
you is (Hint: shouldn’t be so sure, and your competition is likely doing just that!) My question to you: what are you doing about this vulnerability right now?.
(Hint: you shouldn’t be so sure, and your competition is likely doing just that!) My question to you: what are you doing about this vulnerability right now?
you is (Yes, can lose your cash cows..
(Yes, you can lose your cash cows.
I’ve is 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?.
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?
you is What do do to make sure you get the inside track that results in a signed proposal?.
What do you do to make sure you get the inside track that results in a signed proposal?
you is If 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?.
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 is See if sounds familiar:You finally score a meeting with the client, after being told “no” many times..
See if this scenario sounds familiar:You finally score a meeting with the client, after being told “no” many times.
(Excitement!)You is meet with a lot of reluctance during the meeting but they promise to give you a shot..
(Excitement!)You meet with a lot of reluctance during the meeting but they promise to give you a shot.
hours is (More excitement.)You spend upon hours developing a great proposal that comes in under the “target number” that you were also “leaked” in the meeting..
(More excitement.)You spend hours upon hours developing a great proposal that comes in under the “target number” that you were also “leaked” in the meeting.
(Everyone is who reads the proposal loves it – even your spouse. Two thumbs-up.)You spend hours upon hours developing a great presentation to go with the great proposal..
(Everyone who reads the proposal loves it – even your spouse. Two thumbs-up.)You spend hours upon hours developing a great presentation to go with the great proposal.
You is spare no expense..
You spare no expense.
the presentation, is (Drum roll…)During 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.” (Everyone during the presentation is all-smiles. They invite you to a nice lunch afterward. They pay!)On the day the decision is to be made, they don’t call..
(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.” (Everyone during the presentation is all-smiles. They invite you to a nice lunch afterward. They pay!)On the day the decision is to be made, they don’t call.
(You is get a distinct queasy feeling in the pit of your stomach.)Phone calls..
(You get a distinct queasy feeling in the pit of your stomach.)Phone calls.
(Tums. Maybe is 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 the time and professionalism..
(Tums. Maybe 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 the time and professionalism.
fact, is In they may call you again in the future..
In fact, they may call you again in the future.
You is just got rolled..
You just got rolled.
You is just lost an awful lot of time and money..
You just lost an awful lot of time and money.
dignity and self-respect, is And a lot of for that matter.Unfortunately, that’s normally the way it goes when you try to sell against an incumbent relationship.Without further ado, here’s the solution that will help you avoid all of these problems, disappointments, and stress:The Wedge for Technology™ WorkshopThe 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 WinningWhen 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..
And a lot of dignity and self-respect, for that matter.Unfortunately, that’s normally the way it goes when you try to sell against an incumbent relationship.Without further ado, here’s the solution that will help you avoid all of these problems, disappointments, and stress:The Wedge for Technology™ WorkshopThe 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 WinningWhen 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.
prospects is (This is how 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.What You GetComplete 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..
(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.What You GetComplete 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.
it is Print out and use it as many times as you like..
Print it out and use it as many times as you like.
(It’s is 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!.
(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 is want The Wedge For TechnologyWhat You GetComplete access to full video training modules ($1295)Workbook that accompanies the training which you can use for note taking, exercises and brainstorming ($195)Picture Perfect Recipe Cards for Technology ($45).
I want The Wedge For TechnologyWhat You GetComplete access to full video training modules ($1295)Workbook that accompanies the training which you can use for note taking, exercises and brainstorming ($195)Picture Perfect Recipe Cards for Technology ($45)