- Hardcover: 176 pages
- Publisher: SelectBooks; 1 edition (January 14, 2014)
- Language: English
- ISBN-10: 1590791266
- ISBN-13: 978-1590791264
- Product Dimensions: 6.3 x 0.7 x 9.3 inches
- Shipping Weight: 11.2 ounces (View shipping rates and policies)
- Average Customer Review: 4.9 out of 5 stars See all reviews (16 customer reviews)
- Amazon Best Sellers Rank: #570,637 in Books (See Top 100 in Books)
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Ditch the Pitch: The Art of Improvised Persuasion Hardcover – January 14, 2014
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In these high pressure times of bite-size communications we all hunger to be listened to and cared for individually. Our customers know great hospitality, the kind that is not about selling but treating their needs as our highest priority. Steve Yastrow's teachings are applicable to any business that values long-standing success based on personal relationships. -- Alex von Bidder, Managing Partner, The Four Seasons Restaurant, NYC
Business is an act of improvisation, and I'm thrilled to see this thought brought into such sharp focus by Steve Yastrow. There's an axiom in our work: the less you plan the more you'll discover. We'd all benefit from ditching the pitch more often, and co-creating with our clients and prospects so we can discover more. -- Tom Yorton, CEO, Second City Communications
This new and refreshing approach to persuasive marketing will appeal to readers in sales jobs and beyond. -- Publishers Weekly
It's simple: sell to people the way you'd like to be sold to. This book will give salespeople the courage to be human. -- Seth Godin, Author of The Icarus Deception
About the Author
In addition to Ditch the Pitch, Steve Yastrow is the author of We: The Ideal Customer Relationship and Brand Harmony. Steve is president of Yastrow and Co., a consulting firm that helps organizations create powerful stories and communicate them in ways that build customer relationships and drive results. Steve's clients include McDonald's Corp., The Cayman Islands Department of Tourism, Jenny Craig International, and Great Clips for Hair, and many others. For more info visit www.yastrow.com
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Top customer reviews
I once had a boss who always stressed that I need to know what it going on in the other person's head when speaking to him/her. This book takes this idea, and much more, to a new level.
Clear, concise and from a fresh angle - improvisation.
In doing so, I have found that I’ve been able to position myself as more of an advocate an consultant than someone looking to sell you something, whether the meeting is in person or over the phone.
And because the steps are so easy to implement and remember, it’s been a pleasure to share some of these insights with others. This book will change the way you approach any meeting.
After reading this book I was reminded of a quote by Hajime Matarai I have stored in my Evernote app:
"We should do something that people say is crazy, because if people say something is 'good', it means that someone else is already doing it."
To increase sales, author Steve Yastrow recommends:
1. Say less to notice more.
2. Understand the context of your conversation.
3. Practice saying "Yes, and ...." instead of "Yes, but".
4. Make 95% of your conversation about your customer, not your prepared sales pitch.
5. Speak in short paragraphs, not long speeches.
6. Leave things in your pocket. Don't tell the prospective client all the good stuff at the onset.
7. Create callbacks
All good advice but not crazy.
Ditch the Pitch's highly structured layout coupled with Yastrow's direct prose make it an easy to digest book that will converts into a reference manual once completed. The concept is novel and meticulously researched. Yastrow spent time with the folks who know how to think on their feet best in the performing arts and worked hard to translate those skills to the rest of our every day lives.
Anyone looking for a self-improvement book that is actually effective should pick up Ditch the Pitch ASAP.
Most recent customer reviews
It gives you permission to toss out those scripted pitches and bring the fun back...Read more