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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?
Have a look at today’s newsletter, and practice these ideas in your upcoming customer conversations.
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 ...
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 ...
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.SHARETHIS.addEntry({ ...
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 ...
"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 ...
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 ...
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 ...
Are you worried about how the economy might affect your business in 2013? In today's newsletter, I encourage you to Ignore the Economy. Or at least the macro-economy. Change your focus ...
The year has only just begun, but all of us are already diligently working towards our 2013 forecasts, implementing sales and marketing efforts. But are they the right sales and marketing ...
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In addition to writing, I spend most of my work time helping companies unleash their potential by creating better connections with their customers. This happens through my speaking events and through Yastrow & Company consulting engagements, where my team and I help companies figure out who they intend to be in the future, and then engage the entire company in creating that future through strong "We" customer relationships.
Before starting Yastrow & Company in the mid-90s I was vice-president of resort marketing for Hyatt Hotels. My experiences in the hotel business showed me clearly that most marketing doesn’t happen in the marketing department. Customers are paying attention to all interactions with a company, not just the promises made in traditional "marketing communications."
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