• Know where you are strong and your competition is weak – which leads to how the prospect is being underserved.
• Learn a process to exploit the competition’s weakness to get the prospect to see how they are being underserved by the incumbent, leading to their “pain”.
• Use that “pain” to break the relationship between your prospect and the incumbent.
• Test the prospect’s ability to fire the incumbent and hire you, before investing time developing a proposal.

Day 1:

• The Wedge: Objective
• How Is Your Company Better?
• 3 Major Components of Business
• What Motivates People
• Ladder of Abstraction
• Strengths vs. Weaknesses

Day 2:

• Locating Your Prospect's Hidden Pain
• Know Your Competition
• Developing Your Pre-Call
• Strategy
• Knowledge is Power - Four Levels of Knowing
• Games and Zones
• Rules of The Wedge®
• The Wedge Sales Process®
• Role-Play-- The Wedge®
• The Rehearsal Steps
• Conclusion