by Randy Schwantz
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| List Price: | $42.95 |
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0 of 0 people found the following review helpful:
 Finally....a sales book worthy of reading cover to cover, 2008-06-16
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.
1 of 2 people found the following review helpful:
 Really only for insurance sales people, 2008-02-14
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.
1 of 1 people found the following review helpful:
 A Winning Approach Well Worth The Investment, 2007-06-07
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.
4 of 7 people found the following review helpful:
The Wedge is about winning, not selling, 2004-11-13
The Wedge process works. It's a proven way to compete and win clients based on proactive services. If you're looking to move your sales force away from the death spiral of price-based competition, read this book.
6 of 7 people found the following review helpful:
Fresh Ideas on Sales, 2003-09-05
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!
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