■ The Big Idea
Based on decades of research and data collected from 250,000 salespeople, more than 8,500 corporate sales forces, and interviews with over 100,000 actual customers, here is the delightful parable of Max, the inventor of the wheel, and how he faces the challenge of selling his breakthrough invention- the wheel, the symbol for your product or service. The four essential selling styles of The Closer, The Wizard, The Builder, and the Captain and his Crew are demonstrated in the story; each one appropriate to the selling phase the Wheel goes through.