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The Wedge: How to Stop Selling and Start Winning by Randy Schwantz (Paperback / softback, 1999)

About this product

About this product

Product Information

This is the only proven technique for separating prospective clients from your competitors and winning new business. Presents and discussses the Wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. The book concentrates on a four-step process called Position, Leverage, Growth, and Scoreboard. Sales people must position their books of business for profitability and growth by over serving the top 20 percent of clients. They must leverage satisfied customers to gain referral prospects. They must accelerate sales growth by busting incumbent relationships. And they must track sales growth through a formal scoreboard. Written for individual sales persons by a well-kwn sales consultant, The Wedge discusses why traditional selling doesn't work, what sales people need to kw to win, and the six steps of The Wedge sales process. Includes actual scripting aids and practical, situation-specific winning sales examples.

Product Identifiers

Publisher
National Underwriter Company
ISBN-10
0872183718
ISBN-13
9780872183711
eBay Product ID (ePID)
209240437

Product Key Features

Format
Trade Paperback (US) ,Unsewn / Adhesive Bound, Paperback
Language
English
Subject
Sales & Marketing
Author
Randy Schwantz

Additional Product Features

Date of Publication
01/07/1999
Imprint
National Underwriter Company
Country of Publication
United States

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