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Ditch the Pitch: The Art of Improvised Persuasion Hardcover – January 14, 2014
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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
Top Customer Reviews
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.
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.
More specifically, Yastrow explains HOW to
o Start a persuasive conversation (e.g. ask Qs and listen, then evaluate)
o Propel a persuasive conversation forward (e.g. create a series of "yeses" and explore issues further)
o Create a shared story (i.e. listen to prospect's story and then indicate how it will become "our" story)
o Use a "dimmer switch" effectively
o Lead customer to the brink of a relationship within and beyond a purchase situation
o Create "the persuasion ensemble" (i.e. selling collaboratively)
o Ditch the pitch to brainstorm ideas
No two sales prospects are exactly the same. Each phase of a persuasive conversation -- within a cultivation/exploration process -- must accommodate differences. That said, it's all about the buyer -- or at least should be -- and without pressure or stress.Read more ›
Most Recent Customer Reviews
Steve did a wonderful job of displaying the pitfalls of a pitch and how to avoid them. Also showed a great number of habits and exercises to create a persuasive conversation which... Read morePublished 8 months ago by james campbell
Ditch the Pitch is a great resource for anyone - regardless of whether one is recognized as a seasoned sales professional or simply hopes to improve his or her effectiveness in... Read morePublished 19 months ago by Eric M. Silver
The information in this excellent book provides us with lessons on 21st century selling, or as I call it, sharing and education.Published on March 14, 2014 by Jerald Pflanz
Having worked with the author extensively over the years, "Ditch the Pitch" is vintage Yastrow. Concise, long on common sense and practical knowledge, as usual. Read morePublished on February 4, 2014 by JHHCo
Filled with compelling business and personal tales that are actually imaginative and well- researched, Steve Yastrow’s prescription for communicating with customers, colleagues,... Read morePublished on January 30, 2014 by GALIT GOTTLIEB
This book gets you thinking immediately and is hard to put down once you start reading .
It gives you permission to toss out those scripted pitches and bring the fun back... Read more
Ditch the Pitch gave me some fantastic tools to keep my conversations fresh, spontaneous and engaging, both in my professional and personal life. Read morePublished on January 27, 2014 by Lorena M. Blonsky