| | |  | Home Business Books | Home » » The Wedge: How to Stop Selling and Start Winning | | | | | | | Product Promotions: | | | | | Description: | | The Wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business. You will dramatically increase your "win ratio" and add satisfied clients to your book of business by researching a potential client, building rapport, and discovering the client's inner dissatisfaction in the current relationship.
Learn Why Traditional Selling Doesn't Work
Learn What You Need To Know To Win Rapport, Discovery, Differentiation
The Six Steps of The Wedge
Wedge Scripting Aids
and More!
Randy Schwantz s The Wedge strips away the theoretical and packs in the most practical sales techniques to come along in the last ten years. If a salesperson is not Driving the Wedge, they re just spinning their wheels!
Richard F. Yadon, Jr.
Director of Sales
Willis Corroon Corporation of Kansas
After reading The Wedge, and applying its principles to my sales presentations, I landed a rather large account that I know a competitor was also avidly pursuing. That alone makes the investment in this book worthwhile.
kemspeaks
Amazon.com online reviewer
Phoenixville, PA
Randy Schwantz is President & CEO of The Wedge Group, a sales training and consulting firm headquartered near Dallas, Texas. He is in the business of helping agencies, carriers and other companies accelerate their profitable growth by integrating their sales people, support staff and executive leadership into a high-performance team. | | | Product Details: | | | Author:
| Randy Schwantz | | Paperback:
| 116 pages | | Publisher:
| National Underwriter Company | | Publication Date:
| July 01, 1998 | | Language:
| English | | ISBN:
| 0872183718 | | Product Length:
| 8.9 inches | | Product Width:
| 5.9 inches | | Product Height:
| 0.3 inches | | Product Weight:
| 0.4 pounds | | Package Length:
| 8.9 inches | | Package Width:
| 6.0 inches | | Package Height:
| 0.4 inches | | Package Weight:
| 0.3 pounds | | Average Customer Rating:
|  based on 10 reviews |
| | | | Customer Reviews: | |
Average Customer Review:
 ( 10 customer reviews )
Write an online review and share your thoughts with other customers.
Most Helpful Customer Reviews
9 of 10 found the following review helpful:
 Fresh Ideas on SalesSep 04, 2003
By Karl Miller
"kemspeaks"
After reading The Wedge, and applying its principles to my sales presentations, I landed a rather large account that I know a competitor was also avidly pursuing. That alone makes the investment in this book worthwhile.
The Wedge focuses on taking business from your competition, by positioning yourself in a manner that distinguishes your business from your competitior. It is one of the first sales books that I ever read that focuses almost exclusively on the concept of taking business away from your competitors, as opposed to developing sales from independent leads. Given that almost every marketplace is static, with only so many entities available to buy your (or your competition's) product, thinking about and successfully executing methods that get your product before buyers who work with, or may be tempted by a competing product, not only makes sense, but is very wise sales strategy. And I can say - IT WORKS!
3 of 3 found the following review helpful:
 A little pricey for what you getDec 03, 2010
By D. McIver
I'm not a seasoned sales guy, but I am a business owner that found the material repetitive and pretty basic. I thought the book could have been condensed in about half the space. It seems the going rate is $30 for this book (not much less for used) - so I had pretty high expectations, which fell a little short.
Perhaps I'm just a simple guy or not smart enough to glean all I should have from this book. I'll probably keep it in my library to re-read another time - but don't expect to get too much more out of it.
This is just my opinion... so it's worth just that :-)
3 of 3 found the following review helpful:
A Winning Approach Well Worth The InvestmentJun 07, 2007
By Chuck Brooks
"President, FutureWare SCG"
The background context is clearly the insurance industry, with the ever present incumbent, but regardless of the product or service the competition is always close by, and the lessons in this book are applicable to all sales. Organized into eleven chapters in three sections, along with an appendix, the author explains the limitations and drawbacks of traditional approaches, how the Wedge approach is much more positive and successful, and the why. It reinforces the requirement that the sales professionals have to do their homework, know and understand the prospect's viewpoint, and ties in very well with consultative selling. With examples and method maps as training aids, easy to read, the lessons in this book are well worth studying and practicing.
1 of 1 found the following review helpful:
The Wedge Changed My CareerJul 23, 2010
By Christopher Rister
I had heard a lot about the wedge, and had heard of this way of selling since I started selling insurance. But this book is a real insurance sales person's story, and Mr Schwantz breaks it down for those of us who need it simple and to the point.
1 of 1 found the following review helpful:
Finally....a sales book worthy of reading cover to coverJun 16, 2008
By J. Anderson
If you're reading reviews of this book, it's probably safe to say that you've read most everything by the...."usuals"......Brian Tracy, Zig Ziglar, Stephen Covey, Tom Hopkins, etc. This book takes you well beyond the basic concepts of selling and "obvious" things that "breakthrough" books have brought us in the salesforce in the past. Premise of book: expose the incumbent agent's weaknesses from every angle, but get the client to do it for you by asking pointed questions at the right time in the sales interview. I truly use the system laid out in this book as my "framework" for my presentations (scripts, rehearsals, trial closes and takeaways are all concepts we are familiar with, but not in the strategic vision presented by Mr. Schwantz). The cost is on the steep side and yes, this book is targeted to the insurance industry. Keep that in mind when purchasing. My company provided me with a copy, but I would not have been disappointed for spending my own money on it.
See all 10 customer reviews on Amazon.com
| | |
|
