The Wedge: How to Stop Selling and Start Winning [Paperback]

Randy Schwantz (Author)

Book Description

ISBN-10: 0872183718 | ISBN-13: 978-0872183711 | Publication Date: July 1, 1998

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

• Paperback: 116 pages
• Publisher: National Underwriter Company (July 1, 1998)
• Language: English
• ISBN-10: 0872183718
• ISBN-13: 978-0872183711
• Product Dimensions: 8.9 x 5.9 x 0.3 inches
• Shipping Weight: 4.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.1 out of 5 stars  See all reviews (11 customer reviews)
• Amazon Best Sellers Rank: #175,727 in Books (See Top 100 in Books)
  • #24 in Books > Business & Investing > Industries & Professions > Insurance > Business

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Customer Reviews

Most Helpful Customer Reviews

14 of 16 people found the following review helpful:

5.0 out of 5 stars The Best of The Best of Insurance Sales, July 27, 2002

By 

W. E. Grissom "Bill" (Oregon United States) - See all my reviews

This review is from: The Wedge: How to Stop Selling and Start Winning (Paperback)

Books on sales are a dime a dozen. Some have a focus on a specific market while others are as general as water. If your intention is to break into the broker market or just expand your market share in Insurance, Then This Book Is For You! The book is short, precise and powerful. If you think the price is a little high for a sales book, then you do not deserve this one.
For those with the vision, the intent, and boldness, this book will increase your sales to match your goals. Good Reading.

9 of 10 people found the following review helpful:

5.0 out of 5 stars Fresh Ideas on Sales, September 4, 2003

By 

Karl Miller "kemspeaks" (Phoenixville, PA United States) - See all my reviews
(REAL NAME)   

This review is from: The Wedge: How to Stop Selling and Start Winning (Paperback)

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 people found the following review helpful:

3.0 out of 5 stars A little pricey for what you get, December 3, 2010

By 

D. McIver (Frisco, TX) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: The Wedge: How to Stop Selling and Start Winning (Paperback)

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 :-)