Automotive Holiday Deals Books Holiday Gift Guide Shop Men's Athletic Shoes Learn more nav_sap_SWP_6M_fly_beacon Adele egg_2015 All-New Amazon Fire TV Beauty Gifts Gifts Under $50 Amazon Gift Card Offer bf15 bf15 bf15 $30 Off Amazon Echo $15 Off All-New Fire Kindle Black Friday Deals Shop Now DOTD
The Art of the Pitch and over one million other books are available for Amazon Kindle. Learn more

Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.

  • Apple
  • Android
  • Windows Phone
  • Android

To get the free app, enter your email address or mobile phone number.

Buy New
  • List Price: $28.00
  • Save: $8.96 (32%)
FREE Shipping on orders over $35.
In Stock.
Ships from and sold by Gift-wrap available.
The Art of the Pitch: Per... has been added to your Cart
Sell yours for a Gift Card
We'll buy it for $4.95
Learn More
Trade in now
Have one to sell? Sell on Amazon
Flip to back Flip to front
Listen Playing... Paused   You're listening to a sample of the Audible audio edition.
Learn more
See all 3 images

The Art of the Pitch: Persuasion and Presentation Skills that Win Business Hardcover – January 3, 2012

41 customer reviews

See all 4 formats and editions Hide other formats and editions
New from Used from
"Please retry"
"Please retry"
$13.99 $13.13
"Please retry"

Take an Extra 30% Off Any Book
$19.04 FREE Shipping on orders over $35. In Stock. Ships from and sold by Gift-wrap available.

Frequently Bought Together

  • The Art of the Pitch: Persuasion and Presentation Skills that Win Business
  • +
  • The Art of Client Service: 58 Things Every Advertising & Marketing Professional Should Know, Revised and Updated Edition
Total price: $35.99
Buy the selected items together

Special Offers and Product Promotions

  • Take an Extra 30% Off Any Book: Use promo code HOLIDAY30 at checkout to get an extra 30% off any book for a limited time. Excludes Kindle eBooks and Audible Audiobooks. Restrictions apply. Learn more

Editorial Reviews


"What you'll love about this work is the total freshness it brings to presentations. From the very first chapter, Coughter redefines the challenge, resets the approach and shares invaluable tales from the front lines that will make you ache for a chance to get back in the game." - Dan Wieden, President, Wieden & Kennedy

"So you've spent hours, days, and weekends working on your next big idea? Well, all your work may count for diddly squat if you can't sell it. That's where Coughter's book can help. It's like getting one of his valuable Workshops in book form." - Luke Sullivan, Chair, Advertising Department, Savannah College of Art & Design and author of Hey Whipple, Squeeze This

'This book is full of stories from great presenters. I know many of them. Three are on my list of the top people I've ever heard present. Peter Coughter is the best of them. Every creative person, every account person, every client, every Marketer everywhere should read this book. It is essential to selling your ideas.' - Pam El, VP, Marketing, State Farm

'Peter Coughter is not only a master of the pitch, he's an outstanding teacher. Read what he writes, and then read it again. This book is a gem.' - John Adams, Chairman, Chief Executive Officer, The Martin Agency

About the Author

Peter Coughter is a Professor at the prestigious VCU Brandcenter at Virginia Commonwealth University and President of Coughter & Company whichconsults with leading advertising agencies around the world.His clients include: Crispin Porter + Bogusky, DDB, Cramer-Krasselt, Dentsu, GSD&M, Goodby Silverstein, JWT, Leo Burnett, Publicis, Y&R McKinney and many others. Peter was a Founder and President of Siddall, Matus & Coughter, one of the Southeast’s most respected agencies. He lives in Richmond, Virginia.


Hero Quick Promo
Holiday Deals in Kindle Books
Save up to 85% on more than 1,000 Kindle Books. These deals are valid until November 30, 2015. Learn more

Product Details

  • Hardcover: 256 pages
  • Publisher: Palgrave Macmillan; 1 edition (January 3, 2012)
  • Language: English
  • ISBN-10: 0230120512
  • ISBN-13: 978-0230120518
  • Product Dimensions: 6.4 x 0.9 x 9.5 inches
  • Shipping Weight: 15.2 ounces (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (41 customer reviews)
  • Amazon Best Sellers Rank: #69,714 in Books (See Top 100 in Books)

More About the Author

Discover books, learn about writers, read author blogs, and more.

Customer Reviews

Most Helpful Customer Reviews

16 of 16 people found the following review helpful By John Gibbs on January 12, 2012
Format: Kindle Edition Verified Purchase
Great presenters realize that people make decisions emotionally; they will rationalize decisions based on all the facts and figures, using the objective to help them justify the decisions they made subjectively, according to Peter Coughter in this book. It is critical to make the audience feel that what you are suggesting is the best thing for them.

According to the author, the elements of an effective presentation include:

* It's a conversation, only you're doing most of the talking.
* Be yourself: what audiences want is authenticity.
* Tell stories: we all love stories that grab our attention and hold it all the way to the end.
* Know your stuff: don't memorize the presentation, but know the underlying ideas thoroughly.
* Relax and be personable: it's the audience that really counts, so don't worry about yourself.
* Teamwork counts: in great presentations, teams present as if they really like one another.
* Make it personal: a level of intimacy builds credibility and makes a connection.

The book is written from the perspective of an advertising agency executive, but the principles described are applicable to the marketing of any professional services, or more broadly to any form of public speaking or private presentation. In accordance with his own advice, the author provides numerous engaging stories of business won through persuasive presentations, and the book includes brief insights from a number of experienced presenters.

Many of the key points are reinforced by being repeated several times in the book. There is detailed advice on how to organize a presentation, how to use PowerPoint-type slides if they are suitable for your type of presentation, the importance of extensive rehearsal, and the effective use of silence, volume, pitch, tone of voice, facial expressions and other forms of "punctuation". Anyone who wants to become a better presenter is likely to find some useful tips in this book.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
15 of 17 people found the following review helpful By Matt G on February 2, 2013
Format: Hardcover Verified Purchase
I can narrow down the perfect market for this book really easily: you are working for an agency that relies on presentations to win business and you have a trip coming up that gives you some downtime to read a book on the plane. Or, maybe your a student in some type of PR or creative field and you like reading during lunch, or before you go to bed. This won't really change your life.

This book has some useful anecdotes, but boy, there is a bad signal to noise ratio unless you are very casually reading this and have time on your hands (and no other books awaiting your attention!). The description does imply this is from an ad agencies point of view, but it also says that the book is applicable to selling anything- I am not sure it can go that far. I found some good pointers in here, but they could have been summed up a lot quicker. The stories are applicable to an ad agency, but don't speak to elevator pitches, entrepreneurs at trade shows, or any type of off-the-cuff selling that is more typical in the real world.

Finally, I found it particularly tacky that I read the same line in the front of the book as I did in sections following it. It was like the introduction was a copy and paste job from the other sections! If you give a lot of powerpoint presentations, give it a whirl, otherwise just go read Dale Carnegie again and again and again.
4 Comments Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
5 of 6 people found the following review helpful By Debbie Girard on February 2, 2012
Format: Hardcover
As a speechwriter and presentation developer for many years, I didn't think I needed any help for improving what I wrote. Boy, was I wrong. Mr. Coughter does an outstanding job offering some valuable tips and suggestions for delivery a stellar presentation. I get it now.

I was humbled. I realized that though I may know the basics and can put together a pretty decent presentation, throughout this book, one message came through loud and clear: simplicity in both your message and slides. It was extremely helpful that he illustrated his points by using real life examples. Great examples, by the way. This is invaluable reference book; one that you will want right to keep next to your computer.

I highly recommend this book for both the veteran speechwriter, as well as individuals looking to develop their first presentation, and for everyone else in between. Just go and read it!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
7 of 9 people found the following review helpful By Julian Tippins on February 1, 2012
Format: Hardcover Verified Purchase
There's no gimmicky self-help advice in this book. Peter Coughter is not trying to give the reader tricks to become a better presenter. At no point does he suggest that you stand like a pirate, picture the audience naked, or channel your spirit animal. He simply presents the tools to become a great presenter.

Some thoughts on the book:
Much of his advice is surprisingly simple. But, for some reason, almost no one does the things recommended in this book.

The anecdotes from Advertising/Marketing professionals that are scattered within the book are interesting. It's especially fun to hear about the presentations that went wrong.

Coughter isn't contrarian just to be contrarian, but he does disagree with conventional wisdom sometimes. He also isn't afraid to admit that some presenting cliches are spot on.

The book's not theory. It's all practical solutions based on real life experience. That's what makes it so valuable.
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse
2 of 2 people found the following review helpful By Carter Davidson on April 1, 2012
Format: Hardcover
I have attended a multitude of trainings and workshops covering the subject of improving presentation skills throughout business school and during my career in sales. Before I read this book I thought I knew most everything there was to know about presenting well and I was reluctant to read another book that I thought would offer little in the way of new subject matter.

Coughter does offer the same best practice concepts as the other presentation experts, but he does it so uniquely that it is as if you are learning about them for the first time. His book embodies exactly what he preaches...present in such a way that it appears you offer something superior even if your idea is the same as your colleague. He provides a great example of an agency who had two teams present the same solution to a client but one team's delivery was so much better that the client didn't make the connection.

My favorite line in the book is "be yourself, everyone else is taken". Seems like common sense but very few people act like themselves during a presentation. Coughter says that trying to be professional actually makes us appear less genuine because we are trying to be someone other than ourselves. It is amazing how many engaging and confident people lose their best qualities once they are placed in a formal presentation setting.

Cougher's advice is simple but it takes hard work and courage to put into practice. I continually refer to the book for new ideas and inspiration prior to every client/prospect engagement, and I have no doubt that I will continue to do the same now that I have vowed never to give another mediocre power point presentation!
Comment Was this review helpful to you? Yes No Sending feedback...
Thank you for your feedback.
Sorry, we failed to record your vote. Please try again
Report abuse

Most Recent Customer Reviews

Set up an Amazon Giveaway

Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more
The Art of the Pitch: Persuasion and Presentation Skills that Win Business
This item: The Art of the Pitch: Persuasion and Presentation Skills that Win Business
Price: $19.04
Ships from and sold by

Want to discover more products? Check out these pages to see more: phrases presentation, the art of peter max, the business of art