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Ditch the Pitch cover art

Ditch the Pitch

By: Steve Yastrow
Narrated by: Steve Yastrow
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Summary

In today's world, customers don't want to hear sales pitches, but many salespeople still rely on them. In this breakthrough audiobook, Steve Yastrow, founder of a successful business strategy consulting firm, asks us to throw out everything we've been taught about pitching to customers. His advice: "Tear up your sales pitch and instead improvise persuasive conversations."

Ditch the Pitch is an essential listen for salespeople, business managers, and anyone wishing to persuade those around them. Organized into six habits, each 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 listener 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.

Throughout the book, the author quotes well-known improv comedians and musicians and translates the techniques these artists use when improvising to create persuasive situations with customers. With the new confidence Ditch the Pitch offers, you will become master of the art of on-the-spot, engaging, and effective customer interactions. Let go of prewritten scripts and embrace Yastrow's guidelines for effortlessly enabling spontaneous conversations that persuade customers to say yes.

©2014 Steve Yastrow (P)2018 Made for Success, Inc.

What listeners say about Ditch the Pitch

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    4 out of 5 stars

Great book for salespeople just starting out

80% of the advice in this book is common sense for an agile sales professional. If you are not a seasoned sales professional, you'll learn a lot of basic concepts for sales pitches in general. I was too advanced to get much from the read, but there were a couple of phrases Steve used that I wrote down to think about for my own delivery.

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Should be called the art of improvisation

Ditch the pitch... Its a great catchy slogan but that's about it. What you get is hours of chat about the art and development of improvisational acting and comedy. It's a shame that the author uses a bit of suedo science to back up ideas that really aren't science fact. The whole thing is over long, you could literally condense this to an hour. The idea is correct but to believe you can sell without a well thought out pitch is ridiculous. The author wants you to imagine that you can enter a conversation and not use prior knowledge. There is no such thing as random and if you hate improvisational comedy you won't like this book.

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I love this book

Great Ideas in this book for every Sales Person. I absolutely loved it and looking forward to implement some of the ideas.

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  • Jeff Gibbard
  • 09-01-21

A bad strawman pitch on why pitching doesn't work

Having just gone through the process, I understand how much work goes into writing a book so, I am reluctant to write a negative review. However, I feel that this book so badly misses the mark that I have to leave some feedback.

The author asserts, almost without qualification, that pitching does not work and is ineffective. The author makes countless extremely broad generalizations about what pitching is to the point of creating a strawman, which he doesn't even successfully knock over afterwards. Many of the substantiating points are semantic arguments more than substantive ones as it is unclear where in a conversation things turn into a pitch in the author's mind. I found myself shaking my head all the way through the first 3 chapters.

My biggest gripe with the book is that the author fails to temper his language in a way that includes any wiggle room for the idea that there are effective pitches and those that can do them. The book seems to have been written from the perspective of someone who has witnessed some bad pitches, and then paints, with a broad brush, that pitching is objectively ineffective. There is a right and a wrong in this book, and that's foolish. I would not recommend this book for those that want to be more effective in sales situations. I would only recommend this book to those who want to adopt a close-minded attitude that shuts them off to the entire toolset of effective pitching with what is, ironically, an uninspired pitch for ditching formal pitches in favor of conversations.

3 people found this helpful

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  • Brandon Bridgewater
  • 20-11-21

Decent enough to make you think differently...

this book will help me think differently as I approach clients and conversations but it was a lot of focus on improv which I guess is the main theme of the story. at some point it felt like I was taking an acting class as much as he discussed improv. However I understand and the point he was trying to make.

1 person found this helpful

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  • Daniel
  • 24-11-22

Improv acting.

I appreciate the anology to improv acting and its similarities, however I found that didn't leave me with alot of pratical techniques to implement as someone new to sales.

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  • Alexander Flø Bjerkvik
  • 28-06-22

All about the balance

While there are good points here, I suspect salespeople who fear "no" and objections might misread this and begin acting like business psychologists.

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  • Ahendeful
  • 17-01-22

Great book!

This book gave me a better way to sell and think about selling. Makes sense.

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  • Jenn Lin
  • 12-01-22

Wow!

I was impressed by the new outlook on selling and thinking more conversation.

I clearly saw why people ran away from Logic from both sides of the coin (seller & buyer)

I will never think of selling the same and it confirms why ALL sales pitches suck.

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  • William Carroll
  • 31-12-21

One of my favorite reads of 2021

A very practical, engaging and informative read! Some great nuggets that I will be using in future meetings.

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  • Jamari Sprueil
  • 24-12-21

This was very good. It love the fresh perspective

When it comes to sales there are so many books and audiobooks and podcasts that are about this topic but I've never heard anything related to sales or persuasion that sounded like this. it was so refreshing to hear this unique perspective on sales and how to approach it

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  • Stressed
  • 30-11-21

Repetitive

Despite the book having 10+ chapters, the content could be written in just 2 or 3 chapters. Everything else is repetitive.

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  • Genuine
  • 16-10-21

Very helpful information

This book cam be applied accroas multiple areas in life. I'll be listening again and this time taking notes!