The Wedge: How to Stop Selling and Start Winning

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.

This book is a must read for anyone serious about being a successful professional in the sales arena! Invaluable. Take the struggle, lack of strategy, and mystery out of sales. Follow this book and watch your sales EXPLODE into something simply fantastic and phenomenal. You will not regret purchasing this book!

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 best book written to explain the challenges of building a commercial insurance book of business. A must read for new agents.

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 :-)

Concise and practical. It describes things at the mid to high level which will require readers to struggle through the practical, and more importantly, consistent application of the principles, without which reading the book will be a waste.

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!!!

Very well thought out book. Insightful and informative. Highly recommend this to anyone who is interested in being a more competitive person.