Selling The Wheel

Choosing The Best Way To Sell For You Your Company Your Customers

Selling The Wheel

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.
  • Touchstone | 
  • 256 pages | 
  • ISBN 9780684856018 | 
  • January 2001
List Price $16.99 (price may vary by retailer)
In Stock: Usually ships within 1 business day
Buy from another retailer

Read an Excerpt

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


About the Authors

Jeff Cox

Jeff Cox is the co-author or author of seven works of business fiction, which include The Goal, Zapp, The Quadrant Solution, Heroz, The Venture, Selling the Wheel and The Cure. Both Zapp and The Goal ranked first and second, respectively, on a list of bestselling business books from the 1990s. Jeff and his family live near Pittsburgh, PA.