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The Wedge: How to Stop Selling and Start Winning
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Product details
Paperback: 116 pages
Publisher: The National Underwriter Company; Updated 2008 ed. edition (July 1, 1998)
Language: English
ISBN-10: 0872183718
ISBN-13: 978-0872183711
Product Dimensions:
5.8 x 0.2 x 9 inches
Shipping Weight: 4.8 ounces (View shipping rates and policies)
Average Customer Review:
4.2 out of 5 stars
39 customer reviews
Amazon Best Sellers Rank:
#315,417 in Books (See Top 100 in Books)
I enjoyed much of the book. There are lot of great tools for someone especially new to sales. I like the real life scenarios and tangible tools however,much of the book could have been boiled down to 3 chapters and of that, I still can't see how it justifies the cost of this book. It took me an hour and a half to read and while I can see it being useful, I don't see it being life changing.
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.
I first read How To Get Your Competition Fired and loved it. I recently bought (and returned) The Wedge. It is almost an exact duplicate of How To Get Your Competition Fired. There are a few areas where he says things a bit differently but it's basically the same.I have a feeling The Wedge for Financial Advisors is the same as well. He has one good idea and seems to be rehasing it with different titles, but it's all the same concept. I'd say to get How To Get Your Competition Fired and the Red Hot Introductions book and you'd be set.
For anyone who wants to close more sales, this is the book to read. I use this book in sales training classes with excellent feedback from students. Randy Schwantz opens up a whole new way of closing sales by helping you do a better job of analyzing your prospect and your existing competition, and by giving you a method to help the prospect ask you for help.
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 :-)
I do not believe that sales is a "contact sport". The author is promoting setting up warfare, and manipulation in order to succeed. This is a playbook, for certain, but not for a game I can endorse.
The best book written to explain the challenges of building a commercial insurance book of business. A must read for new agents.
Very well thought out book. Insightful and informative. Highly recommend this to anyone who is interested in being a more competitive person.
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