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Selling the Wheel: Choosing the Best Way to Sell You, Your Company and Your Customers Hardcover – 24 Jan 2000


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Product details

  • Hardcover: 255 pages
  • Publisher: Simon & Schuster; 1st edition (24 Jan 2000)
  • Language: English
  • ISBN-10: 068485600X
  • ISBN-13: 978-0684856001
  • Product Dimensions: 14.6 x 2.5 x 17.8 cm
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 767,981 in Books (See Top 100 in Books)

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Amazon 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!

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Once upon a time, a long, long time ago, way back in the days of the Pharaohs of ancient Egypt, there lived a guy named Max. Read the first page
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Most Helpful Customer Reviews

2 of 2 people found the following review helpful By A Customer on 4 Jan 2001
Format: Paperback
This book is unique in making a fun story of teaching the basics of sales. Conventional sales books are often very dry and tedious to read - this book make concepts easy to grasp as well as being entertaining. Minnie's notes are a great idea and make you realise what the fun story relates to in the sales cycle. I recommend this course as a starter (for beginner to expert) on my sales courses at jebazza.com.
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1 of 1 people found the following review helpful By srl on 20 Sep 2011
Format: Hardcover Verified Purchase
An excellent book both for sales people to be able to categorise their strengths and also for non sales people as it highlights what sales do for business and the variety of skills needed for different environments
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Format: Paperback Verified Purchase
I first found this book several years ago and have since bought dozens of copies to give to other people.

As a professional salesman for the last 35 years I have read far too many books on selling, most of which are of dubious value. Selling the Wheel however is insightful and very easy to read. It is especially helpful to people who have sold one sort of product/service and now find themselves needing to sell a different product or service OR that there existing product/service has entered a new cycle of life.

Most people I have given it to have then gone on to buy copies for others. Shame it appears to have gone out of print though
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By Tin Miner on 2 July 2014
Format: Paperback Verified Purchase
Great book. Fun to read whilst conveying the key messages. Recommended.
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0 of 2 people found the following review helpful By SalesMan on 7 Oct 2013
Format: Paperback
The reason this is a story is because the writers do not fully understand what they are saying. Instead of being objective, they are being subjective; and hence using a story, they do not have to be either scientific or correct. Though, some of what they say makes good sense, they have not worked hard enough to say, why it makes good sense. This can only be for one or a mix of two reasons: they are lazy or they do not fully know "the why" or "the what" of that which they speak. Thus, even if they are right (or wrong) they do not know and as such they are unconvincing. Of course they want to give the impression that they are/could be convincing and hence correct so they throw around big figures, of grand research designs: and pigs will fly - at least they think; by the time they have finished with you, you will believe pigs fly. Buy this book and you will be another notch on their cheque book.
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