Customer Reviews: Read 2 more reviews...
 Amazing book for any salesman or saleswoman! October 22, 2008
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!!!
Finally....a sales book worthy of reading cover to cover June 16, 2008
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.
 Really only for insurance sales people February 14, 2008
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.
 A Winning Approach Well Worth The Investment June 7, 2007
1 out of 1 found this review helpful
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.
The Wedge is about winning, not selling November 13, 2004
4 out of 7 found this review helpful
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.
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