Ditch the Pitch : The Art of Improvised Persuasion
Overview - In today's world, customers don't want to hear sales pitches, but so many salespeople still rely on them. In his breakthrough handbook, Ditch the Pitch , Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. Read more...
More About Ditch the Pitch by Steve Yastrow
In today's world, customers don't want to hear sales pitches, but so many salespeople still rely on them. In his breakthrough handbook, Ditch the Pitch
, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. Steve's advice: tear up your sales pitch and instead improvise persuasive conversations. Ditch the Pitch
is an essential read for salespeople, business managers, and anyone wishing to persuade those around them. Organized into six habits, with each habit consisting of three practices necessary for mastery, Ditch the Pitch
is designed to teach Yastrow's approach to fresh, spontaneous, persuasive conversations. These new skills will show the reader how to identify the details that make each customer unique and subsequently navigate a conversation that focuses on the right message for the right customer at the right time. Throughout the book, the author quotes well-known improv comedians and musicians. He translates the techniques these artists use when improvising to create persuasive situations with customers. With the new confidenceDitch the Pitch
offers, you will become master of the art of on-the-spot, engaging, and effective customer interactions. Let go of pre-written scripts and embrace Yastrow's guidelines for effortlessly enabling spontaneous conversations that persuade customers to say yes."
Publishers Weekly Reviews
Publishers Weekly® Reviews
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In this thoughtful volume, consultant Yastrow (Brand Harmony) posits that the best sales strategy requires ditching traditional sales pitch methods. According to the author, success lies in making the potential customer an integral part of the equation and creating a conversation rather than a lecture; “loading the slingshot” with every piece of available information when pitching to a potential client only makes it harder to figure out what’s relevant. Using improvisation as a main principle of this strategy, Yastrow shows readers how to create these shared conversations. “Be okay with spontaneity, and the world opens up to you,” he advises. Even small shifts in verbiage (for example, Yastrow’s advice to say “yes and” rather than “yes but”) allow for an improved experience. “The principle that every idea is a bridge to the best idea can be very liberating in a persuasive conversation,” he advises. He offers six winning habits—“think input before output,” “size up the scene,” “create a series of ‘yeses,’ ” “explore and heighten,” “focus the conversation on your customer,” and “don’t rush the story”—along with useful practice ideas for each, and advice for how to put principles into action. This new and refreshing approach to persuasive marketing will appeal to readers in sales jobs and beyond. (Jan.)