March 29th, 2010 
David Hill 
Product Description
The 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, Different… More >>
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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.
Rating: 5 / 5
Most reviews I read said that this is mainly for folks in the insurance business. After reading it, I understand where they are coming from since most of the examples pertain to that business. I would say that you could easily adapt the principles in the book to any consulting profession. The idea is to create doubt with a clients current situation and position yourself as a solution to their problem.
Rating: 4 / 5
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!!!
Rating: 5 / 5
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.
Rating: 5 / 5
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.
Rating: 3 / 5
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