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You Get What You Pitch For: Control Any Situation, Create Fierce Agreement, and Get What You Want In Life Hardcover – September 12, 2017
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"When I'm managing, I have some favorite sayings: 'Do not permit the pressure to exceed the pleasure.' 'Be present, not perfect.' 'The moment you're worried about what people think about you...is the moment you stop being yourself.' They work for my kind of pitching--in baseball--and when you're attempting to persuade a player to try something new or different. Sully's captured that wisdom and a lot more in his terrific book. Check it out."―Joe Maddon, manager, 2016 World Champion Chicago Cubs
"If you want to get ahead in your career, your personal life, if you want to get funded or turn an idea into reality, read this book."―Barbara Corcoran, real estate mogul and star of ABC's Shark Tank
"Perfecting the art of the pitch is a major key to success. Every television show that I've produced had to be pitched in order for it to become a reality. Sully has mastered the art of the pitch. Now he is sharing his art with you."―Mark Burnett, executive producer of Survivor, The Apprentice, and The Voice
"Sully is hands down the best pitchman I have ever seen. As he shows in You Get What You Pitch For, Sully is the master of crafting the pitch!"―Thom Beers, three-time Emmy Award-winning producer and creator of the Discovery Channel's Deadliest Catch and Pitchmen
"Stage presence and performance is all about the pitch! How you sound, how you look. It's about making a connection with the audience...Sully nails the fundamentals of what it takes to make a great pitch."―Randy Jackson, bassist, singer, record producer, music manager, and former judge on American Idol
"Sullivan seduces readers with his introduction-"a pitch is not a sell; it's connecting with another human being"-and proceeds to explain the how-tos of persuasion...The tips included in each chapter remind prospective pitch people about what matters."―Booklist
About the Author
Anthony Sullivan is an English entrepreneur and pitchman best known as the leading spokesman for the OxiClean brand. His production company, Sullivan Productions, Inc., produces TV commercials for consumer products.
Tim Vandehey is a bestselling ghostwriter and co-author. He lives in Kansas City, Missouri with his wife and daughters.
Top customer reviews
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Ah, but there's that magic word: Learn. I may be a slightly graying 76-year-old grandmother of four mostly grown-ups, but I plan on going strong as long as I can. One of the things that keeps me hopping is my firm belief that when you stop learning, you stop living. Well then, I said, bring it on!
And by golly, I learned a lot - starting with (surprise!) "Pitching is not about selling." Besides that, I now know that a) The author is someone with whom I'd enjoy the heck out of tipping a few beers in a local pub and b) He could pitch me under the table in a New York minute.
That he's the perfect pitchster, though, isn't so unexpected; after all, he's got experience out the wazoo. In all likelihood, you've seen him do his thing as the TV "face" of OxiClean. You also may be familiar with his long-time pitch partner and friend, Billy Mays, who died in 2009 - after which the author, informally known as "Sully," kept the pitch perking along (although he now spends more time producing other people's pitches than doing his own shtick). Point is, he's been there, done that - and now he's spreading the wealth of his experience with other folks, encouraging them to follow suit. Better yet, he's done it in a manner that's interesting, informative and easy to understand.
As mentioned earlier, it's not about having a product to sell - unless you count yourself as a product, which is, in fact, the point. The take-away for readers is learning to control any situation, create fierce agreement and get what you want in life (hey, that would be a great subtitle for this book - oh wait, it is)! Anyone who wants to put in the effort to learn how can accomplish all that, he maintains, offering a set of 10 "Pitch Powers" that he explains in detail. The first of these "superpowers" is "Know Your Acceptable Outcomes." How, exactly, do you want the situation to end (or put another way, what's your goal)? That settled, the question becomes, what will it take to get you there?
He lays out the fundamentals and, using personal examples sprinkled with humor, tells how he puts them into practice and what it will take for readers to do the same. He's also honest; nothing is a sure thing - meaning no matter how you approach a person or a situation, slam-dunk success won't always happen. And if you're not willing to practice, practice and practice some more, you might as well fuhgettaboutit. By the end of the book, you'll have a doggone good grasp of the techniques he used - still does - to become successful. If you pay attention and follow through, they'll be of help no matter whether you want to become a Home Shopping Network sales guru, navigate the corporate ladder or win the hand of a fair maiden (well, at least get her to talk to you).
Throughout, more food for thought is added by way of catchy but meaningful snippets, such as:
"Facts tell, stories sell."
"Your audience isn't going to decide based on anything you say or do, but on how you make them feel."
"A lesson by example is always more effective than a lesson by lecture."
"'No' is just 'yes' misspelled.'" Okay, okay, that one is gag-me-with-a-spoon hokey, but it's a point well taken nonetheless.
The bottom line is this: If you're looking to get in control of your professional and/or personal life, this book is a pitch perfect place to start. Many thanks to the publisher for allowing me to read an advance copy in exchange for an honest review. Well done!
That statement from “You Get What You Pitch For” should tell you that this book, even though you might think it is targeting a certain sector of the population, is actually something that everyone should read. Don’t be sold by the title, this book can and should be read by everyone, for there is value here for all of us.
The point is that everyone has opportunities to pitch and this happens regularly, like when we ask for a job, a raise, whenever we buy a big-ticket item, if we want to make a good impression on a stranger, etc. These can be important moments in our lives, and the tendency to just “wing it” or meekly accept what we are offered are all too often the choices many people choose by default.
Mr. Sullivan wants to give us the tools to change our future opportunities, and he begins by telling us that pitching is about connecting with another human being. If that common-sense statement isn’t enough, he then moves on to explain ten elements of any pitch that we can easily incorporate into our personal toolboxes. He has aptly named these elements “Pitch Powers,” generously sharing the decades of knowledge neatly crunched into a quick read. The author, known to many as the OxyClean guy, explains and entertains with countless stories and examples that emphasize the points he is teaching.
One of my favorite sections was “What would Billy do?” Mr. Sullivan and Billy Mayes were partners and friends, and you can almost hear Billy Mayes speaking in that ad-voice of his as he explains in true Mayesian fashion just how and why Mr. Sullivan is making sense. These one-paragraph sidebars teach while adding a special flavor to the book.
The single thing that bothered me was the occasional vulgarity, including f-bombs. Even the author says “…foul language might be fine for a Las Vegas stage…but it’s rarely a good idea when you’re pitching.” I have never heard of a reader who stopped reading a book because the author was not being vulgar, but there are many who will put a book aside or return it if there are f-bombs. In this book, the instances averaged a few a chapter and thus were not excessive, and while I personally don’t like to see them in a business-oriented book, I am not the language police nor do I remove stars in this area. I am just letting you know they are there.
Overall, an interesting and fun read. As a trainer, there are tons of tips I can use. In fact, many different professions could apply Mr. Sullivan’s Pitch Powers in part, thus ratcheting up their skill levels. And as I stated above, this book can definitely be helpful to every one of us. Gut feeling is that I should give this book four stars, but the pitch was so good, I find I can’t give it less than five.
My thanks to NetGalley for an advance copy of this book.