Author of the classic insurance agency sales book, the wedge, randy schwantz has a deep and detailed discussion with michael jans about how to build really great systems to make your insurance agency or brokerage as effective as possible. Presents and discussses the wedge sales strategy, which was developed by a winning sales consultant who has coached many hundreds of sales people. I got through it over a few days with only an hour or so each day to devote to it. Randy schwantz and the wedge was one of the foundations used in building the interwest producer development and training programs. The wedge by randy schwantz at the urging of umspbymsp, i recently purchased and read through the wedge.
The wedge by randy schwantz meet your next favorite book. Its not really the coverage unless its extraordinarily complex. Jul 11, 2008 during a time when consumers think most real estate professional services are alike you need the power of the wedge to demonstrate your point of difference. The wedge by randy schwantz takes aim at a particular aspect of prospecting. The wedges have a one piece bent construction of 0. How to stop selling and start winning unlimited acces best sellers rank. During a time when consumers think most real estate professional services are alike you need the power of the wedge to demonstrate your point of difference. How to stop selling and start winning by randy schwantz 1998, paperback at the best online prices at ebay. If youd like to grow your insurance agency fast, this will be the most important book youll ever read. The wedge group creating extraordinary growth machines founded in 1992, the wedge group provides companies a broad range of customized solutions based on creating a wedge sales culture within any salesoriented environment based in the dallasfort worth metroplex, the wedge group has helped. Interestingly enough, a lot of the books weve read arent specifically directed at the insurance.
With this in mind, the wedge shows financial advisors how to. We discuss this and a lot more in this episode of profiles in risk. Commercial insurance sales guru delivers stepbystep advice to build sales systems author of the classic insurance agency sales book, the wedge, randy schwantz has a deep and detailed discussion with michael jans about how to build really great systems to make your insurance agency or brokerage as effective as possible. Leverage the unique value of your agency to drive a wedge between your prospect and the incumbent and get your competition fired without ever saying anything bad about them. Schwantz heads the wedge group, a 12person, argylebased sales training company that conducts workshops nationwide in cities like las vegas, chicago and newark, n. The wedge the wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business.
See all 5 formats and editions hide other formats and editions. How to stop selling and start winning updated 2008 ed. Click download or read online button to get the wedge book now. Director of sales willis corroon corporation of kansas after reading the wedge, and applying its. This is the only proven technique for separating prospective clients from your competitors and winning new business. Shop the latest titles by randy schwantz at alibris including hardcovers, paperbacks, 1st editions, and audiobooks from thousands of sellers worldwide. 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 highperformance team. How to get your competition fired without saying anything.
Download it once and read it on your kindle device, pc, phones or tablets. The wedge for financial services by randy schwantz. About randy schwantz schwantz is founder of the wedge group. The biggest challenge in selling insurance is not better pricing because its too easy for the incumbent, who has a strong relationship to match. It was published by the national underwriter company and has a total of 116 pages in the book. Over 6,000 producers have been trained with our wedge sales process. Numerous and frequentlyupdated resource results are available from this search. First off, i appreciate the recommendation, so thanks. Oct 16, 2017 about randy schwantz schwantz is founder of the wedge group. The wedge by bestselling author, randy schwantz, shows insurance sales professionals how to create the wedge sales culture, establish a proactive services sales culture, and create wedges between you and the competition. Randy schwantz author of the wedge agency revolution. It is one of the first sales books that i ever read that focuses almost exclusively on the concept of taking business away from your competitors, as opposed to developing sales from independent. The wedge focuses on taking business from your competition, by positioning yourself in a manner that distinguishes your business from your competitior. Oclcs webjunction has pulled together information and resources to assist library staff as they consider how to handle.
Everyday low prices and free delivery on eligible orders. The wedge group creating extraordinary growth machines founded in 1992, the wedge group provides companies a broad range of customized solutions based on creating a wedge sales culture within any salesoriented environment. The wedge group drive a wedge between you and your. Reliable information about the coronavirus covid19 is available from the world health organization current situation, international travel. A sixstep plan for driving a wedge between the competition and the customerfor sales people, convincing a potential customer to choose them over. A sixstep plan for driving a wedge between the competition and the customerfor sales people, convincing a potential customer to choose them over the competition is. Continue to grow your business dramatically with randy schwantzs product of services platform. This site is like a library, use search box in the widget to get ebook that you want. That alone makes the investment in this book worthwhile. Presents and discussses the wedge sales strategy, which was.
At the urging of umspbymsp, i recently purchased and read through the wedge. We believed that using a solid sales platform, training our new producers on the distinct values interwest delivers, would at least double the industry standard for new hire retention. Most of them provide something of value, but occasionally. Jan 21, 2005 how to get your competition fired is based on randy schwantz s revolutionary wedge r methodology, a unique selling strategy that helps you win new business by driving a wedge between your prospect and the incumbentbusting the relationship and opening the door for you. Interestingly enough, a lot of the books weve read arent specifically. The wedge by bestselling author, randy schwantz, shows insurance sales professionals how to create the wedge. Use features like bookmarks, note taking and highlighting while reading the wedge. Based on the wedge sales culture, this book, by bestselling author, randy schwantz, reminds sales professionals that there are three people in any sales engagement.
This allows you to select the appropriate ones to fit the lay of the book. Learn all about how to map a conversation to always be prepared, provide value and close sales and get details on a hiring process guaranteed to. The wedge for financial services by randy schwantz, paperback. The wedge offers a powerful, proven technique to distinguish you from the incumbent agent and help you win new business. The title of this book is the wedge and it was written by randy schwantz. The wedge by randy schwantz takes aim at a particular aspect of. An unconventional bloodhound, who sniffs out results thats randy schwantz. Learn all about how to map a conversation to always be prepared, provide value and close sales and get details on a hiring. How to stop selling and start winning is based on the idea that in order to be a top financial advisor, to increase your personal income, and to grow fast, you must understand that your best prospects are someone elses clients.
Randy schwantz wrote a very powerful book that will cause you to evaluate what you do for our clients and how to demonstrate it in a way to them so that. If a salesperson is not driving the wedge, they re just spinning their wheels. The wedge offers a powerful, proven technique to distinguish you from the. How to stop selling and start winning paperback june 30 1999 by randy schwantz author 4.
Buy a cheap copy of how to get your competition fired. The wedge group drive a wedge between you and your competition. Aug 27, 2015 the wedge by randy schwantz takes aim at a particular aspect of prospecting. One of the best arrangements for book display is to use a set of wedges of varying sizes and angles. Randy schwantz national underwriter sales essentials. Randy schwantz wrote a very powerful book that will cause you to evaluate what you do for our clients and how to demonstrate it in a way to them so that they eliminate your competitors. The wedge is a process to wedge your way into that relationship so that you can better sell your solutions. When we first started working with randy in 1994, higginbotham had no more than 20 producers. Many producers say this is the most comprehensive and effective sales training in the industry because its the only proven technique that helps bust the incumbent relationship so you can win more new business mostly through bor. 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 clients inner dissatisfaction in the current relationship. How to get your competition fired is based on randy schwantzs revolutionary wedger methodology, a unique selling strategy that helps you win new business by driving a wedge between your prospect and the incumbentbusting the.
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