Enter your mobile number 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.
Getting the download link through email is temporarily not available. Please check back later.

  • Apple
  • Android
  • Windows Phone
  • Android

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

Qty:1
  • List Price: $22.95
  • Save: $2.68 (12%)
FREE Shipping on orders with at least $25 of books.
Only 12 left in stock (more on the way).
Ships from and sold by Amazon.com. Gift-wrap available.
Ditch the Pitch: The Art ... has been added to your Cart
FREE Shipping on orders over $25.
Condition: Used: Very Good
Comment: Very Good - Standard used condition book with the text inside being clean and unmarked - Exterior of the book shows moderate signs of usage
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

Ditch the Pitch: The Art of Improvised Persuasion Hardcover – January 14, 2014

4.9 out of 5 stars 16 customer reviews

See all 2 formats and editions Hide other formats and editions
Price
New from Used from
Kindle
"Please retry"
Hardcover
"Please retry"
$20.27
$3.28 $0.01

Security
ITPro.TV Video Training
Take advantage of IT courses online anywhere, anytime with ITPro.TV. Learn more.
$20.27 FREE Shipping on orders with at least $25 of books. Only 12 left in stock (more on the way). Ships from and sold by Amazon.com. Gift-wrap available.
click to open popover

Frequently Bought Together

  • Ditch the Pitch: The Art of Improvised Persuasion
  • +
  • We: The Ideal Customer Relationship
Total price: $35.22
Buy the selected items together


Editorial Reviews

Review

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
NO_CONTENT_IN_FEATURE

New York Times best sellers
Browse the New York Times best sellers in popular categories like Fiction, Nonfiction, Picture Books and more. See more

Product Details

  • 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: #313,337 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

Format: Hardcover
My family was excited to see this book arrive at the house and for me to actually have interest in reading it. I take a lot of grief from my family for typically reading philosophy and Buddhist books. In my everyday life I am a family man and a business man. I am usually on the receiving end of the Pitch. I can't count how many times vendors have brought me solutions that make their quotas. secure a promotion for themselves or a cruise that I am not invited to enjoy. Although Ditch the Pitch is not a book on Buddhist philosophy it has a foundation in being present and listening. Attention--- It creates an agile environment without fixed criteria. Anyone who practices Ditch the Pitch is much better prepared to serve their customer, be attentive to their needs and be present to provide a solution that is customer oriented, therefore helping both parties involved. I highly recommend this book.
Comment 4 people found this helpful. 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
Format: Hardcover
At first look, Ditch the Pitch seems like the ideal book for entrepreneurs, small business owners, salesmen and the like. I am none of those things and Ditch the Pitch has already paid its dividends in my daily life. Whether you are a parent trying to influence your child's college choice, a teenager trying to change your curfew, or a salesperson persuading a customer, Ditch the Pitch can greatly change your day to day. Because no matter how you spend your day, at one point persuasion will almost always be a part of it. Yastrow provides a tool box as well as an instruction manual on how to persuade in a way that isn't pushy or canned while being more effective than ever.

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.
Comment 8 people found this helpful. 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
Format: Kindle Edition
I was honored when Steve Yastrow gifted me a copy of Ditch the Pitch and quickly set about reading through the pages. I found the content very insightful and different from anything I had ever thought about “selling” to someone. I certainly saw the positive aspects of this new improvisational approach to meetings, but didn’t realize how quickly I would put some of this to play in my own life.
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.
Comment 2 people found this helpful. 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
Format: Hardcover Verified Purchase
After being inspired by Steve's marketing books, I was thrilled to see his insight on the art of selling. My work as a business coach allows me to write development plans for a couple hundred managers a year, including those in sales roles. These people want practical take-aways, and Steve delivers in spades. My partners and I have already revised our own business development recipe to embrace Steve's model, allowing us to be even more tuned to the real needs of our clients.
Comment 2 people found this helpful. 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
Format: Hardcover
I liked this book but I won't add it to my permanent library. Why? Because it contains practical advice but not unique or WOW ideas.

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.
Comment One person found this helpful. 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
Format: Hardcover
Steve Yastrow has become convinced - and I agree - that the most effective communications are those that do NOT seem like a "pitch." Rather, they seem natural, unrehearsed, straightforward, improvised, etc. He recommends developing and then sustaining six "ditch the pitch" habits that, in my opinion, are refinements of what Neil Rackham advocates in his business classic, SPIN Selling (1988): Obtain answers to questions that reveal the current Situation, Problem(s) to be solved, Implication(s) of solving -- or not solving -- it, and Need(s) fulfilled as a result. Each of the six habits helps to establish and then strengthen a personal relationship based on a series of "persuasive conversations": the prospective buyer becomes convinced that the salesperson is a knowledgeable and trustworthy adviser.

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 ›
Comment 3 people found this helpful. 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

Ditch the Pitch: The Art of Improvised Persuasion
Amazon Giveaway allows you to run promotional giveaways in order to create buzz, reward your audience, and attract new followers and customers. Learn more about Amazon Giveaway
This item: Ditch the Pitch: The Art of Improvised Persuasion