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(without Saying Anything

Bad about Them)


How to Get Your Competition Fired - Randy Schwantz


(without Saying Anything

Bad about Them)

Using The Wedge® to Increase Your Sales

John Wiley & Sons, Inc.

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 registered

trademarks of Schwantz and Associates, Inc.

No part of this publication may be reproduced, stored in a retrieval system, or

transmitted in any form or by any means, electronic, mechanical, photocopying,

recording, scanning, or otherwise, except as permitted under Section 107 or 108 of the

1976 United States Copyright Act, without either the prior written permission of the

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Copyright Clearance Center, Inc., 222 Rosewood Drive, Danvers, MA 01923,

(978) 750-8400, fax (978) 646-8600, or on the web at www.copyright.com. Requests

to the Publisher for permission should be addressed to the Permissions Department,

John Wiley & Sons, Inc., 111 River Street, Hoboken, NJ 07030, (201) 748-6011,

fax (201) 748-6008.

Limit of Liability/Disclaimer of Warranty: While the publisher and author have used

their best efforts in preparing this book, they make no representations or warranties

with respect to the accuracy or completeness of the contents of this book and

specifically disclaim any implied warranties of merchantability or fitness for a particular

purpose. No warranty may be created or extended by sales representatives or written

sales materials. The advice and strategies contained herein may not be suitable for your

situation. The publisher is not engaged in rendering professional services, and you

should consult with a professional where appropriate. Neither the publisher nor author

shall be liable for any loss of profit or other commercial damages, including but not

limited to special, incidental, consequential, or other damages.

For general information on our other products and services please contact our

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Library of Congress Cataloging-in-Publication Data:

Schwantz, Randy.

How to get your competition fired (without saying anything bad about them)

: using The Wedge to increase your sales / Randy Schwantz.

p. cm.

ISBN 0-471-70311-7 (cloth)

1. Selling. 2. Sales management. 3. Competition. I. Title.

HF5438.25.S3392 2005



Printed in the United States of America.

10 9 8 7 6 5 4 3 2 1

To Lori, one of the world’s greatest jugglers,

a champion of kids, horses, and basketball, my pillar,

the apple of my eye, my one and only.

I also want to dedicate this book to you, the

salesperson. The work you do in keeping the

wheels of commerce turning is indispensable.

My fondest wish is that this book will help you

achieve your own goals sooner and provide

excellent, proactive service to more clients.