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The Wedge: How to Stop Selling and Start Winning | 
 enlarge | Author: Randy Schwantz
Publisher: National Underwriter Company
Category: Book
List Price: $50.95
Buy New: $29.99
You Save: $20.96 (41%)
New (16) Used (17) from $28.62
Rating:  8 reviews
Media: Paperback
Pages: 116
Number Of Items: 1
Shipping Weight (lbs): 0.4
Dimensions (in): 8.9 x 5.7 x 0.3
ISBN: 0872183718
Dewey Decimal Number: 368.00688
EAN: 9780872183711
Publication Date: July 1, 1998
Availability: Usually ships in 1-2 business days
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Product 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.
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| Customer Reviews:
Showing reviews 1-5 of 8
 Great book February 4, 2009
T. Riker
Most reviews I read said that this is mainly for folks in the insurance business. After reading it, I understand where they are coming from since most of the examples pertain to that business. I would say that you could easily adapt the principles in the book to any consulting profession. The idea is to create doubt with a clients current situation and position yourself as a solution to their problem.
 Amazing book for any salesman or saleswoman! October 22, 2008
Eran Ben-Zvi
This book is the best book I have ever read on sales. It is written for insurance salesmen but can be related to sales of anything. I even related it to the days when I sold cutlery. Highly recommended to any salesperson who is looking to stop selling and start winning!!!
Finally....a sales book worthy of reading cover to cover June 16, 2008
J. Anderson (Greater Milwaukee, Wisconsin)
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.
 Really only for insurance sales people February 14, 2008
Brian Shannon (Charlotte, NC USA)
When I bought this book, I was not aware that the basis for the book was really just from the insurance perspective. I was hoping that his "Wedge" technique would have been more universal, but I do not think it is. So, if you are in the financial or service sectors, this book should work for you; but if not, I would skip it and try some others.
A Winning Approach Well Worth The Investment June 7, 2007
Chuck Brooks (Fullerton, CA)
2 out of 2 found this review helpful
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.
Showing reviews 1-5 of 8
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