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The Wedge: How to Stop Selling and Start Winning
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.
- GenresBusiness
Paperback
First published July 1, 1998
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Displaying 1 - 5 of 5 reviews
December 10, 2019
It was a very great read for insurance agents or anyone selling anything! I have reverted back to my 4 pages of notes almost every phone call i've made with potential clients.
October 11, 2019
More on the commercial side than I was expecting but there are a lot of good tips there.
More roleplaying with the dialogue and different scenarios would have been better though.
More roleplaying with the dialogue and different scenarios would have been better though.
February 1, 2021
I read the book not long after release, c.2000. It immediately grabbed my attention and I am grateful for that.
Over the past 20-plus of industry experience, and in subscribing to the philosophy, and strategies outlined in "The Wedge", I would highly recommend the book as one of the key tools in any high-end B2B relationships where both tremendous emphasis is focused upon fiscal expenditures/ROI's, and where geographically, competition is perhaps, 'best of class'. (I would venture to say the Southern California marketplace is probably as good a 'shark-tank' as it gets anywhere)
I have personally found that if practiced, (Wedge techniques) along with other credible formulas, (e.g., Total Cost of Risk by CK Ekern) combined with one's own style, greatly successful outcomes will be.
Along with several of my own tried, trusted and proven strategies in the B2B world, I will say that using the aforementioned combinations, have resulted in allowing me and my firm outstanding and consistent success!
Equally as important to me, are those who I have trained and worked with along the way, and through using my own 'secret sauce', the Wedge techniques, with steady implementation will bring success to those who place their trust in it.
I am fortunate to directly experience our firm's fellow professionals both, 'differentiate' themselves positively from the competition, (i.e. win clients based on USP and not just a quote offer) as well as consistently focus on behalf of client's needs, options, and outcomes; all within a framework of measurability!
The above tools with my 'secret sauce' also result in far greater longevity of client-retention; business relationships remain over decades, versus the standard 3-7 year industry benchmark.
Over the past 20-plus of industry experience, and in subscribing to the philosophy, and strategies outlined in "The Wedge", I would highly recommend the book as one of the key tools in any high-end B2B relationships where both tremendous emphasis is focused upon fiscal expenditures/ROI's, and where geographically, competition is perhaps, 'best of class'. (I would venture to say the Southern California marketplace is probably as good a 'shark-tank' as it gets anywhere)
I have personally found that if practiced, (Wedge techniques) along with other credible formulas, (e.g., Total Cost of Risk by CK Ekern) combined with one's own style, greatly successful outcomes will be.
Along with several of my own tried, trusted and proven strategies in the B2B world, I will say that using the aforementioned combinations, have resulted in allowing me and my firm outstanding and consistent success!
Equally as important to me, are those who I have trained and worked with along the way, and through using my own 'secret sauce', the Wedge techniques, with steady implementation will bring success to those who place their trust in it.
I am fortunate to directly experience our firm's fellow professionals both, 'differentiate' themselves positively from the competition, (i.e. win clients based on USP and not just a quote offer) as well as consistently focus on behalf of client's needs, options, and outcomes; all within a framework of measurability!
The above tools with my 'secret sauce' also result in far greater longevity of client-retention; business relationships remain over decades, versus the standard 3-7 year industry benchmark.
December 14, 2016
Great ideas but belaboring the point
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.
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.
July 18, 2016
An excellent sales technique book. There are several ideas in this book I will utilize. I plan to reread. It was that helpful.
Displaying 1 - 5 of 5 reviews