The Wedge: How to Stop Selling & Start WinningThe 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. |
Contents
Chapter 01 | 1 |
Chapter 02 | 11 |
Chapter 03 | 29 |
Chapter 04 | 41 |
Chapter 05 | 49 |
Chapter 06 | 57 |
Chapter 07 | 65 |
Chapter 08 | 73 |
Chapter 09 | 79 |
Chapter 10 | 85 |
Chapter 11 | 95 |
ZZ Appendix | 107 |
Other editions - View all
Common terms and phrases
accounts achieve agency answer benefits better central processing unit chance Chapter clients Columbo comfortable competition competitors concrete concrete language create credibility current agent difference differentiation dissatisfaction drive the Wedge emotional establish rapport example feel figure skating find pain find the pain fire the incumbent getting give goals going happen help the prospect honest ice hockey important incumbent agent incumbent relationship incumbent's keep ladder of abstraction latent memory level of service look match Million Dollar Producer numbers offer opportunity to close Picture Perfect pitch portunity proactive service Proactive Wedge product or service products and services prospect wants prospect's business question Rehearsal Replay sales call sales meeting sales shark salespeople Salesperson seller selling solution solve someone specific Sure Take talk technique tell things tion truth-telling Vision Box Wedge Group what's winning