Steve Yastrow's Blog http://yastrow.com Author, Speaker, Consultant: Ideas on Creating Profitable Customer Relationships Tue, 11 Jun 2013 14:10:05 +0000 en hourly 1 http://wordpress.org/?v=3.2.1 SteveYastrowhttp://feedburner.google.com Ditch the Pitch Habit #2: Size Up the Scene http://feedproxy.google.com/~r/SteveYastrow/~3/g2hercKyqb8/ http://yastrow.com/2013/ditch-the-pitch-habit-2-size-up-the-scene/#comments Mon, 10 Jun 2013 20:40:04 +0000 Steve Yastrow http://yastrow.com/?p=2374
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    • ]]>     Today’s newsletter article focuses on Ditch the Pitch Habit #2, Size Up the Scene, continuing the series that shares the key ideas from my upcoming book, Ditch the Pitch.

    Ditching the pitch gives you the freedom to adapt to whatever curve balls your customer, or your customer’s situation, throw at you. And, as we all know, customers often throw us curve balls. Open your mind, pay attention to the input you receive from your customer and your customer’s situation, and you will be able to Size Up the Scene. Then you will be in a position to create an effective, improvised, persuasive conversation.

     

     

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    ]]>     http://yastrow.com/2013/ditch-the-pitch-habit-2-size-up-the-scene/feed/ 0 http://yastrow.com/2013/ditch-the-pitch-habit-2-size-up-the-scene/     Ditch the Pitch Habit #1: Think Input Before Output http://feedproxy.google.com/~r/SteveYastrow/~3/N3Ua7MvMWoQ/ http://yastrow.com/2013/think-input-before-output/#comments Wed, 29 May 2013 15:23:29 +0000 Steve Yastrow http://yastrow.com/?p=2367
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    • ]]>     Today’s newsletter article focuses on Ditch the Pitch Habit #1, Think Input Before Output. The message is simple, yet important: Effective persuasion requires that what you say or do (your output) be driven by what you hear or observe (the input).

    Unfortunately, many people, whether they are in sales or other jobs that require persuasion, do this backwards. They think more about the pitch they want to give than on information they want to learn.

    Focus on this habit over the next few weeks, continually improving your ability to ditch the pitch.

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    ]]>     http://yastrow.com/2013/think-input-before-output/feed/ 2 http://yastrow.com/2013/think-input-before-output/     Figure Out What’s Going On http://feedproxy.google.com/~r/SteveYastrow/~3/NtdvMJcNopk/ http://yastrow.com/2013/figure-out-whats-going-on/#comments Wed, 15 May 2013 16:02:55 +0000 Steve Yastrow http://yastrow.com/?p=2354
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    • ]]>     You start talking with a customer, and you want to Ditch the Pitch. What’s the first thing you need to do?

    Figure out what’s going on.

    Have a look at today’s newsletter, and practice these ideas in your upcoming customer conversations.

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    ]]>     http://yastrow.com/2013/figure-out-whats-going-on/feed/ 1 http://yastrow.com/2013/figure-out-whats-going-on/     The Improvisation Instinct http://feedproxy.google.com/~r/SteveYastrow/~3/GPMJWqcRkLQ/ http://yastrow.com/2013/the-improvisation-instinct/#comments Tue, 30 Apr 2013 19:40:26 +0000 Steve Yastrow http://yastrow.com/?p=2342
  • Ditch the Pitch Habit #1: Think Input Before Output Today’s newsletter article focuses on Ditch the Pitch Habit #1, Think Input Before Output. The...
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    • ]]>     Our species evolved to improvise. Just about every situation humans face every day has some sort of novelty in it. Those who were best equipped to improvise were the most likely to survive and pass on the knack for improvisation to their offspring.

    Take a look at today’s newsletter, The Improvisation Instinct, and learn how you can use your natural human ability to improvise and ditch the pitch.

     

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    ]]>     http://yastrow.com/2013/the-improvisation-instinct/feed/ 0 http://yastrow.com/2013/the-improvisation-instinct/     Detecting The Pitch http://feedproxy.google.com/~r/SteveYastrow/~3/PqM9c2kpOi8/ http://yastrow.com/2013/detecting-the-pitch/#comments Tue, 09 Apr 2013 21:56:53 +0000 Steve Yastrow http://yastrow.com/?p=2328
  • Say Less to Notice More “Every moment you are talking during a persuasive conversation is a moment you are not...
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    • ]]>     Imagine … you are talking with your financial planner about your long-term financial health, and you suddenly realize that he is trying to sell you life insurance. You have just detected a pitch.

    Have a look at today’s newsletter, Detecting the Pitch, and read about how to notice when others – or you – are giving a sales pitch. Ditch the Pitch!

     

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    ]]>     http://yastrow.com/2013/detecting-the-pitch/feed/ 1 http://yastrow.com/2013/detecting-the-pitch/     The Decision Funnel http://feedproxy.google.com/~r/SteveYastrow/~3/KgjKj6ZsLyQ/ http://yastrow.com/2013/the-decision-funnel/#comments Mon, 25 Mar 2013 22:57:22 +0000 Steve Yastrow http://yastrow.com/?p=2323
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    • ]]>     How do you turn a potential customer into a paying customer, while ditching the pitch?

    Have a look at today’s newsletter, The Decision Funnel, for insights about how to do this.

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    ]]>     http://yastrow.com/2013/the-decision-funnel/feed/ 0 http://yastrow.com/2013/the-decision-funnel/     Find Your Customer’s Path http://feedproxy.google.com/~r/SteveYastrow/~3/v7VLIZ-gDms/ http://yastrow.com/2013/find-your-customers-path/#comments Tue, 12 Mar 2013 14:06:01 +0000 Steve Yastrow http://yastrow.com/?p=2314
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    • ]]>     Isn’t it frustrating when a salesperson walks you through their pitch, from start to finish?  Wouldn’t you be more interested if the salesperson followed the conversation path you were interested in, instead of the path he had planned in advance.

    Today’s newsletter, Find Your Customer’s Path, focuses on a key way to engage your customer when you ditch the pitch.

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    ]]>     http://yastrow.com/2013/find-your-customers-path/feed/ 0 http://yastrow.com/2013/find-your-customers-path/     Say Less to Notice More http://feedproxy.google.com/~r/SteveYastrow/~3/f1fpKpPwu5U/ http://yastrow.com/2013/say-less-to-notice-more/#comments Tue, 05 Mar 2013 04:06:10 +0000 Steve Yastrow http://yastrow.com/?p=2309
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    • ]]>     “Every moment you are talking during a persuasive conversation is a moment you are not listening to your customer. You are listening to yourself.”

    That’s a line from today’s newsletter, Say Less to Notice More. Have a read, and please leave me your comments.

     

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    ]]>     http://yastrow.com/2013/say-less-to-notice-more/feed/ 0 http://yastrow.com/2013/say-less-to-notice-more/     The Persuasion Ensemble http://feedproxy.google.com/~r/SteveYastrow/~3/v1m8xbIlStU/ http://yastrow.com/2013/the-persuasion-ensemble/#comments Tue, 19 Feb 2013 19:10:57 +0000 Steve Yastrow http://yastrow.com/?p=2301
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    • ]]>     Remember that time, long ago, when you and a colleague were presenting a proposal for a project to your common boss, and you felt that your colleague kept contradicting everything you said?

    Remember that other time when you and another colleague were speaking with a customer, and this colleague talked way too much, not listening to what the customer or you had to say?

    All of us need to persuade others as part of our work, and we often find ourselves in persuasive situations working alongside our colleagues. Today’s article, The Persuasion Ensemble, discusses how to ditch the pitch in concert with others.

    I’d love to hear your comments about times that group persuasion worked … and times it didn’t.

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    ]]>     http://yastrow.com/2013/the-persuasion-ensemble/feed/ 0 http://yastrow.com/2013/the-persuasion-ensemble/     I Don’t Know What to Do. And I’m Okay With That. http://feedproxy.google.com/~r/SteveYastrow/~3/R32BcNT069Y/ http://yastrow.com/2013/i-dont-know-what-to-do-and-im-okay-with-that/#comments Wed, 06 Feb 2013 18:16:38 +0000 Steve Yastrow http://yastrow.com/?p=2293
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    • ]]>     Mick Napier, founder of Chicago’s Annoyance Theater, says, “Improvisation is the art of not knowing what you’re going to do or say and being completely okay with that.” In today’s newsletter, “I Don’t Know What to Do.  And I’m Okay With That,” I write about Kracow, my new book and why all persuasion requires improvisation.

    Read the newsletter: I Don’t Know What to Do.  And I’m Okay With That.

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