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There are literally 1,000 vendors available that can help you. Instead, we at The
Wedge Group have a special focus.
The Wedge Group does two things extremely
well;
1.) We help you get your Competition
Fired, on purpose, without saying anything bad about
them.
2.) We help build a sustainable "Sales
Culture", so you can enjoy the benefits of getting
your competition fired for years to come.
If you are in banking, insurance, financial services,
printing, and the list goes on . . ., where you have
to take the business from someone else for you to
get paid, then you need The
Wedge®.
The Wedge is a selling process based on a few very simple
principles.
1.) There are 3 people in every selling interview;
the seller, the buyer, and the incumbent (vendor /
source).
Most traditional sales training will teach you how
to build relationships, but they don't teach you how
to break the incumbent relationship. Too often, a salesperson
will bring a quality proposal with winning ideas and
fair pricing, but, if not careful, the
incumbent will get a "last look" to match
the ideas, pricing and product innovations. Net result:
They Win, You Lose.
2.) Most businesses can be segmented
into the following three categories: Price, Product
and Service.
For the first two categories, Price and Product, here's
the question you must ask yourself: Is Price / Product
a sustainable competitive advantage? For most businesses
the answer is, "not really". Yes, there might
be some differences, but are they enough?
The third category, Service. When
most people say they give great service, they are
generally talking about their ability to react to clients
needs. The problem is that most good competitors can
and will do the same.
So, where do you find differentiation? In having
the other type of service well defined, we call it
Proactive Services.
3.) It's what you do (proactive services) that the
incumbent doesn't do (reactive service only), that
gives you clues as to where the prospect is being underserved,
has pain and doesn't know it.
We help you exploit your competitions weakness, while
leveraging your strengths.
1.) We help you WIN new business faster
than any of our competitors.
2.) We help you sustain your ability to WIN new business
with our integrated Wedge Sales
Culture™ approach.
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