New from Simon & Schuster

Selling the Wheel

Selling the Wheel

Choosing the Best Way to Sell For You, Your Company, and Your Customers

  • reading group guide
  • customer reviews
Jeff Cox displayed his remarkable gift for translating complex theories into entertaining stories as the coauthor of Zapp! and The Goal. Now, in collaboration with sales and marketing guru Howard Stevens, CEO of the H. R. Chally Group, he tells a story in the style of an ancient parable to reveal vital lessons gleaned from decades of research on salespeople and customers -- lessons that will help you identify the right way to sell successfully.
Selling the Wheel recounts the story of Max, the resourceful fellow who invented the Wheel and found himself faced with the challenge of convincing people to accept his breakthrough innovation. In so doing, it demonstrates four essential selling styles, each requiring a distinctly different type of salesperson and selling approach. As Chally's research clearly shows, no company can be all things to all customers: sales tactics and strategies must change as technologies and markets mature to reflect new values demanded by customers. Written with humor and filled with practical insights, Selling the Wheel will be treasured by managers, salespeople, and entrepreneurs everywhere.
Choose a format:
  • Touchstone | 
  • 256 pages | 
  • ISBN 9780684856018 | 
  • January 2001
Add to Cart
List Price $16.99
Usually ships within 1 business day

Read an Excerpt

Chapter One

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.

One day, Max was traveling on business, and he had a layover between caravans. Stuck with time on his hands, Max got to talking to a few of the locals, and they told him all about this big Pyramid that was under construction -- it was the largest stone structure ever attempted in the history of the world.

"Where is it?" Max asked them.

"It's right on the edge of town," they said. "You can't miss it."

"What the heck," said Max, "maybe I'll go have a look."

So he rented a... see more

Reading Group Guide

Discussion Questions
1. In terms of your business, discuss the Oracle's Bedrock Questions listed at the end of chapter 2, the first being: Who are your customers?
2. Who are your competitors?
3. Why do customers want what you are selling? (That is, what are the values that your product or service provides for them?)
4. What makes customers prefer to buy from you?
5. What might cause customers to prefer to buy from your competitors?
6. What added values do your salespeople have to offer customers in order to make sales?
7. Turning to the Summary, "The Wheel of Sales," at the end of the book, which of the four selling styles ­ Closer, Wizard, Builder, or Captain & Crew ­ is most appropriate for you and your customers? If you find your sales strategy has mixed styles, which should you adopt as your dominant style?
8. Based on your answer to the previous question, what kinds of actions and incentives might help your salespeople improve their effectiveness with customers?
9. Both near-term and longer-term, where is your strongest competitive threat likely to come from? Will it be from those offering a lower price on essentially the same thing that you sell? Or will it be from some company offering new technology and higher performance? What can you do now to prepare for and counter that threat? see more

More Books from this Author

Read more about this book

Explore

CONNECT WITH US

Get a FREE eBook
when you join our mailing list!