SELLING THE WHEEL: Choosing the Best Way to Sell For You, Your Company, and Your Customers

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9780684856001: SELLING THE WHEEL: Choosing the Best Way to Sell For You, Your Company, and Your Customers
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Tells the story of Max, who invents the wheel, but then must learn how to market it, choosing between four essential selling styles

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Review:

Jeff Cox has done it again. The coauthor of Zapp! and The Goal--bestselling 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 Stevens 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 important, 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

About the Author:

Jeff Cox is a professional writer and the bestselling coauthor of Zapp! and The Goal, groundbreaking fiction combining fascinating stories with useful information about the world of business. Both Zapp! and The Goal have been in print continuously since their initial publication, and both have appeared with regularity on business-book bestseller lists, including that of Business Week. He is married and lives in Pittsburgh, Pennsylvania.

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Jeff Cox; Howard Stevens
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