Blog Archives

[VIDEO] Your Unscripted Career

Steve Yastrow asks the audience at AVI’s National Sales Meeting, “Do you ever have two days that are exactly the same?” Learn how to unscript your career and improvise! Watch the keynote video: Your Unscripted Career  Related Posts: [VIDEO] A Strong

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Improvisation, Internal Marketing

Present Like a Pro with my Public Speaking Hacks

On Steve's Mind: a Newsletter

People from my audiences sometimes share their public speaking challenges with me, asking me for advice. In the spirit of my Marketing Hacks article, here are some of my best public speaking hacks. Public Speaking Hack #1: Focus on what you

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Posted in Conversation, Customer Encounters, Ditch the Pitch, Improvisation, Newsletters, Observations

Your Team of Improvisors

On Steve's Mind: a Newsletter

On any given day, the people in your company encounter the unexpected. Surprises happen every hour. Even every minute. The typical human day is atypical. It is continually unpredictable. People are constantly navigating ever-evolving situations as the world throws curve

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Posted in Conversation, Ditch the Pitch, Improvisation, Newsletters

Oops! Make Accidents Work

Hey, no salesperson is perfect. You need to make accidents work for you, and I explain this improv concept for use in your sales conversations. Related Posts: Sales Pitches Don’t Work! Ditch the Pitch Habit #6: Don’t Rush the Story

Posted in Ditch the Pitch, Improvisation, Newsletters, Sales

The Importance of Callbacks

‘Callbacks’ is an improv technique perfectly suited to sales conversations and building customer relationships. Watch to learn how to apply this technique in your sales efforts. Related Posts: Take Your Customer Conversations to a Higher Level 6 Tips for Building

Posted in Conversation, Ditch the Pitch, Improvisation, Sales

Size Up the Scene

The key to starting a successful persuasive conversation is to Size Up the Scene. Your customer is in the middle of her day– your sales conversation needs to fit in with her context. Related Posts: Anatomy of a scene: Core

Posted in Conversation, Ditch the Pitch, Improvisation, Sales

Say Less to Notice More

Stop talking. Start listening to your customer. They will tell you everything you need to know to close the sale. Say Less to Notice More. Related Posts: Stop Pitching. Start Improvising. Stop Pitching and Start Improvising – Interview with 33Voices Say

Posted in Ditch the Pitch, Improvisation, Sales

Figure Out What’s Going On

When you enter a customer conversation, you don’t know what’s going on in that person’s life. Each and every time you need to Figure Out What’s Going On. Related Posts: The Danger of the Mini-Pitch Figure Out What’s Going On

Posted in Ditch the Pitch, Improvisation, Sales

Time to Brainstorm? Ditch the Pitch.

On Steve's Mind: a Newsletter

A few months ago I was invited to a brainstorming session for a friend’s startup. He had asked three people he knew who work in marketing to join a discussion with him and his key staff. Here’s how it went.

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Posted in Ditch the Pitch, Improvisation, Newsletters, Observations

How to Ditch the Sales Pitch

So, you need to ditch the pitch. How do you do it? Related Posts: How the Sales Pitch Promoter and Ditch the Pitch Author Found Common Ground Ditch the Pitch and Engage in Sales Conversations Buy Now – Save $3

Posted in Ditch the Pitch, Improvisation, Sales
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