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.

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.
The Wedge focuses on taking business from your competition, by positioning yourself in a manner that distinguishes your business from your competitior. 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 leads. Given that almost every marketplace is static, with only so many entities available to buy your (or your competition's) product, thinking about and successfully executing methods that get your product before buyers who work with, or may be tempted by a competing product, not only makes sense, but is very wise sales strategy. And I can say - IT WORKS!

Books on sales are a dime a dozen. Some have a focus on a specific market while others are as general as water. If your intention is to break into the broker market or just expand your market share in Insurance, Then This Book Is For You! The book is short, precise and powerful. If you think the price is a little high for a sales book, then you do not deserve this one.
For those with the vision, the intent, and boldness, this book will increase your sales to match your goals. Good Reading.