Ditch the Pitch: The Art of Improvised Persuasion
by Steve Yastrow
View on GoodreadsThrow out the script, because your customers don't want the pitch. Steve Yastrow's alternative is a spontaneous conversation shaped around the individual customer in front of you, using techniques he adapted from interviews with improvisational actors and musicians, and his case is that it persuades better than any prepared presentation.
Core ideas
- Six habits: The book is organized around six Ditch the Pitch habits that cover the sales process from prospecting all the way through closing.
- Yes, and: One technique adapted from improvisers is to respond with yes, and in place of no, but, so you build on what the customer offers.
- Listen first: Active listening and a natural two-way conversation take the place of pushing prepared content at someone who never asked to hear it.
Published2014
Pages176
ISBN9781590791264
ReadMar 2022
