Selling the Wheel: Choosing the Best Way to Sell You, Your Company and Your Customers - Hardcover

Cox, Jeff; Stevens, Howard

Hardcover

ISBN 10: 068485600X ISBN 13: 9780684856001

Publisher: Simon & Schuster, 2000

Synopsis

Tells the story of Max, who invents the wheel, but then must learn how to market it, choosing between four essential selling styles.

About this title

Review:

Jeff Cox has done it again. The co-author of Zapp! and The Goal--best-selling business books that employ engaging fictional tales to advance a slew of practical suggestions--now teams with marketing specialist Howard Stevens to do for sales what his previous efforts did for motivation and productivity. In Selling the Wheel, he crafts a witty story around solid sales fundamentals that Steven has gleaned from a quarter-century of research and analysis. Its hero is a fledgling old-time entrepreneur named Max who invents the wheel but can't get anybody to buy one. With marketing assistance from his wife ("In the olden days", Cox explains, "women almost always did the marketing"), and guidance from a cave-dwelling wise man, Max ultimately succeeds with help from four distinctly different types of salespeople dubbed Closer, Wizard, Builder and Captain. While this may sound silly when taken out of context, the story is entertaining and, more importantly, filled with sound tips that could help sales professionals and their managers deal with varying evolutionary phases of any product or service. Among its many nuggets: "Silence has been used for centuries as a closing technique. The game is simple. After asking a closing question, say nothing--because the person who speaks next loses." --Howard Rothman, Amazon.com

Review:

William J. Lovejoy Vice-President, General MotorsThis book is wonderful to read, and the wisdom in it is profound!

About this edition

• Publisher: Simon & Schuster
• Publication date: 2000
• ISBN 10: 068485600X
• ISBN 13: 9780684856001
• Binding: Hardcover
• Edition number: 1
• Number of pages: 255