The Wedge: How to Stop Selling and Start Winning

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!!!

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.

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.

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!

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.