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Ditch the Pitch Hardcover – 15 Jan 2014


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Product details

  • Hardcover: 192 pages
  • Publisher: Select Books (15 Jan 2014)
  • Language: English
  • ISBN-10: 1590791266
  • ISBN-13: 978-1590791264
  • Product Dimensions: 16 x 1.8 x 23.5 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (2 customer reviews)
  • Amazon Bestsellers Rank: 1,518,604 in Books (See Top 100 in Books)

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Product Description

Ditch the Pitch "Founder of business strategy consulting firm argues that customers are more persuaded by improvised conversations than scripted sales pitches. Presents techniques and practices for six habits people can learn to enable spontaneous conversations that persuade customers to say 'yes'"--

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Most Helpful Customer Reviews

By B. Towns VINE VOICE on 24 Feb 2014
Format: Hardcover Verified Purchase
I love everything improv and this book makes the link between improv and business easy to understand.

The disciplines are easy to implement and really do get to the heart of having a conversation with your customers.

Forget old style push-selling, no-one likes to be talked at - start a conversation with your customers today.

Highly recommended.
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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 ›
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Most Helpful Customer Reviews on Amazon.com (beta)

Amazon.com: 14 reviews
8 of 10 people found the following review helpful
Must read for anyone who...well really anyone 6 Jan 2014
By Adam Silver - Published on Amazon.com
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.
2 of 2 people found the following review helpful
Compelling, Practical Take-aways 29 Jan 2014
By Neil T. Witmer - Published on Amazon.com
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.
3 of 4 people found the following review helpful
Salesmanship "on the other side of complexity" 25 Jan 2014
By Robert Morris - Published on Amazon.com
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.

Years ago, I observed an interview of several members of the Second City ensemble group and one of them (I forget who) said the ultimate objective (the "Holy Grail") was effortless spontaneity, whatever the subject requested by someone in the audience might be. I mention this because Yastrow refers to the fact he interviewed several SC members and once took two improve courses at Second City. So perhaps, just perhaps, it is less a matter of ditching a pitch than it is one of mastering certain skills and developing a mindset that transcend the need for the limiting structure of a traditional sales approach.

Long before he established what became the Ritz Carlton Hotel Company, César Ritz said that superior customer service must be "invisible." I suspect that Steve Yastrow agrees with me that the same can be said of persuasion at its highest level: salesmanship (to paraphrase Oliver Wendell Holmes) that is "on the other side of complexity."
1 of 1 people found the following review helpful
The Zen of a (business) Relationship 11 Feb 2014
By Richard Heilbrunn - Published on Amazon.com
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.
And because the steps are so easy to implement and remember 29 Aug 2014
By Julia Carcamo - Published on Amazon.com
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.
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