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In today’s world, customers don’t want to hear sales pitches, but so many salespeople still rely on them. In his breakthrough handbook, Ditch the Pitch, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. Steve’s advice: tear up your sales pitch and instead improvise persuasive conversations. Ditch the Pitch is an essential read for salespeople, business managers, and anyone wishing to persuade those around them. Organized into six habits, with each habit consisting of three practices necessary for mastery, Ditch the Pitch is designed to teach Yastrow's approach to fresh, spontaneous, persuasive conversations. These new skills will show the reader how to identify the details that make each customer unique and subsequently navigate a conversation that focuses on the right message for the right customer at the right time.
- Sales Rank: #429950 in Books
- Brand: Yastrow, Steve
- Published on: 2014-01-14
- Original language: English
- Number of items: 1
- Dimensions: 9.27" h x .70" w x 6.30" l, .84 pounds
- Binding: Hardcover
- 176 pages
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
Most helpful customer reviews
4 of 4 people found the following review helpful.
The Zen of a (business) Relationship
By Richard Heilbrunn
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.
8 of 10 people found the following review helpful.
Must read for anyone who...well really anyone
By Adam Silver
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.
2 of 2 people found the following review helpful.
Compelling, Practical Take-aways
By Neil T. Witmer
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.
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