Tear Up Your Sales Pitch
Instead, engage in fresh, spontaneous, improvised conversations that matter to your customers. Let go of pre-written scripts and embrace Steve Yastrow’s guidelines for effortlessly enabling spontaneous conversations that persuade customers to say “yes.”
Ditch the Pitch is designed to teach Steve’s approach to fresh, spontaneous, persuasive conversations. Customers don’t want to hear sales pitches, but so many salespeople still rely on them. These new skills will show the reader how to identify the details that make each customer unique and how to navigate a conversation that focuses on the right message for the right customer at the right time.
This new and refreshing approach to persuasive marketing will appeal to readers in sales jobs and beyond.
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.
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.
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.
Develop Commitment, Drive Results
Steve is a non-stop idea generator, business advisor and best-selling sales author. With his provocative approach to marketing, sales, customer relationships and employee engagement, Steve has guided hundreds of executives and businesses to drive results by developing the dedicated commitment of their customers and employees.
Steve’s in-depth, real-world experiences advising hundreds of companies and organizations inform his practical, proven approach to driving business results. He has been a keynote speaker for over a decade and is the author of three books, Brand Harmony, We: The Ideal Customer Relationship, and Ditch the Pitch. He is a former senior marketing executive with Hyatt Hotels and is now president of his own consulting firm, Yastrow & Company.
Some of Yastrow & Company’s Clients
1: Think Input Before Output
In customer conversations, let everything you say or do be informed by what you hear and observe.
4: Explore and Heighten
As you engage your customer, look for ways to take your conversation to a higher level. Explore to find what your customer really cares about and then heighten by discussing why these things are important.
2: Size Up The Scene
As you listen and observe, take stock of your customer’s character and situation to understand what this particular customer’s reasons for saying “yes” might be.
5: Focus the Conversation on Your Customer
Resist the temptation to talk too much about your company or your products. Instead, have a conversation that is mostly about your customer.
3: Create a Series of ``Yeses``
A conversation only moves forward if both parties continually agree to let it move forward. At its core, a conversation is a series of “yeses.”
6: Don't Rush the Story
Your customer won’t be ready to hear your ideas as fast as you come up with them. Let the story emerge through your conversation at a pace your customer can accept.
Ditch the Pitch
“Your customers don’t want to hear sales pitches. More importantly, they’re not usually persuaded by sales pitches. If you deliver a sales pitch and walk away with a check, you have succeeded in spite of your pitch, not because of it.”
— Steve Yastrow