Blog Archives

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: [VIDEO] Timing is Everything! 6 Tips for Building Customer Relationships on the





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.





Tagged with: , , ,
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

Stop Pitching. Start Improvising.

Improvisation is the best way to engage in persuasive conversations. And it’s easier than you think! Related Posts: Stop Pitching and Start Improvising – Interview with 33Voices Don’t stop the conversation when you hang up the phone How to Start





Posted in Ditch the Pitch, Improvisation, Sales

The Danger of the Mini-Pitch

On Steve's Mind: a Newsletter

We all find ourselves in persuasive situations we’ve been in before. Sometimes, we meet a type of customer we know well or encounter a question we’ve heard oh-so-many times before. A friend of mine sells high-end technology products, and he





Tagged with: , ,
Posted in Customer Encounters, Ditch the Pitch, Improvisation, Newsletters, Sales

The Real Secret to Scoring a Promotion That No One Tells You About

On Steve's Mind: a Newsletter

Here’s an article I recently wrote for Brazen Careerist that shows how to use Ditch the Pitch principles to get ahead on the job. If you work for someone, these ideas are for you! If you are the boss, and everyone works





Tagged with: , , ,
Posted in Ditch the Pitch, Improvisation, Newsletters

Ready, Set, Sell: Get in Character

On Steve's Mind: a Newsletter

Imagine you have just started a meeting with a prospective customer. What is she thinking about? Your product? Your company? You? Chances are, most of her focus is on you. At this point, she’s more interested in trying to figure





Posted in Customer Encounters, Ditch the Pitch, Improvisation, Newsletters, Sales
Subscribe to the Blog
Email:  

On Steve's Mind
Get Steve's newsletter featuring his ideas and practical advice delivered to your email inbox.
* = required field
Latest Tweets
Testimonials
Jennifer Whelan
Our work with Yastrow and Company yielded the best long-term value of any consulting engagement we’ve ever had. As we grow and expand internationally, Acuative continues to depend on the branding approach and marketing tools Steve and his team developed. Yastrow and Company genuinely partnered with us, were exceptionally responsive and remain committed to our success.

Jennifer Whelan

Vice President of Marketing, Acuative
Chris Tucker
Steve is a creative and collaborative speaker who communicates his ideas clearly and concisely. He immediately understood our business needs and provided a better perspective on how our customers see us as a company. I have referred Steve to our customers in the past and I will continue to do so. He’s intuitive and has a unique way of looking at business. Steve has the experience to turn a project into something extremely valuable for any organization. I strongly recommend working with Yastrow and Company.

Chris Tucker

Director of Business Development, MBX Systems
Craig Dwight
Steve’s approach to integrating all customer contacts into a comprehensive marketing message is a must in today’s information age. We have partnered with Steve to develop our integrated and comprehensive marketing message, and as a result of his excellent work, his new book is required reading for all of our employees.

Craig Dwight

Chairman & CEO, Horizon Bancorp
Doug Ducey
In one morning, Steve re-energized the way we look at marketing. The only question we had at the end of the session was, ‘When can we get him back?'

Doug Ducey

CEO & Chairman, Cold Stone Creamery, Governor of Arizona
Jennifer Whelan
“Steve’s workshops helped bring out what is best at Acuative. His insights were fresh and long-lasting—we continue to use his tools and approach years later.”

Jennifer Whelan

Vice President of Marketing, Acuative
Ditch the Pitch is a great read-- interesting, fun, and easy to follow. And I’ve already seen the concepts work. Just yesterday, I called a client and had a conversation that was 95% about the client, as the book suggests. At the end of the call, he sent a new matter my way. I ditched the pitch and it resulted in new business.

Attorney

Chicago, IL
Ward Alles
Steve Yastrow knows his stuff. That's why our management team has read all of his books. And that's why we've had him as a keynote speaker at both client and employee events. From creating brand alignment, to selling more effectively, to providing top-notch customer service, Steve offers words of wisdom based on real-life experiences. He always engages his audiences with questions, interactive exercises and great storytelling that keep you coming back for more. Read Steve's books. Then book Steve. You'll be glad you did.

Ward Alles

CEO, Core Creative
David Sank
I highly recommend Yastrow and Company to any business that is intent on enhancing their customer experience. Prior to working with Steve, we were communicating various messages to customers. Steve and his team helped us achieve a cohesive brand message that we as a company live daily. Steve is an incredible listener and learned the nuances of our business rapidly. I can’t imagine anyone Yastrow and Company couldn’t help.

David Sank

President and CEO, Calico Cottage
Rancho La Puerta has enjoyed continued success because of the work we did with Yastrow and Company. Together, we implemented business strategies that have contributed to our success. Steve and his team truly believe in our brand, and our experience with them was empowering, fun and a great learning opportunity. I highly recommend Yastrow and Company to any business that needs help building the bottom line

Roma Maxwell

Roma Maxwell, Director of Sales and Marketing, Rancho La Puerta
Chris Miller
I rarely book speakers more than once. But I’ve used Steve four times! Steve has our association’s interest at heart and works tirelessly to deliver customized programs. He always ranks highly with our affiliates because he is outcome-focused, fast-paced and highly engaging. Anyone looking for insight and understanding into marketing, branding and sales should book Steve!

Chris Miller

Executive Director, Professional Systems Network International
I give Steve two thumbs up—five thumbs up, if I had that many!

Roma Maxwell

Roma Maxwell, Director of Sales and Marketing, Rancho La Puerta
Steve put together a program that produced spectacular results, and the quality of our communication and customer satisfaction is vastly improved. I’ve been in business for 40 years, and Steve’s the first consultant that I’ve gotten my money’s worth from. We’re going to continue to work with Steve and the bright, energetic people that are on his team.

Jim Winter

COO, Dimension Design
Rancho La Puerta has enjoyed continued success because of the work we did with Yastrow and Company. Together, we implemented business strategies that have contributed to our success. Steve and his team truly believe in our brand. I highly recommend Yastrow and Company to any business that needs help building the bottom line.

Roma Maxwell

Director of Sales and Marketing, Rancho La Puerta
Kathleen Phillips
Not only is Steve's content sound, but the energy he displays in delivering it will knock your socks off.

Kathleen Phillips

Ernst & Young, Chicago, IL
Rhoda Olsen
Steve Yastrow has clearly described the emotional reality of customer relationships and their impact on profitable business growth.

Rhoda Olsen

President, Great Clips for Hair
Yastrow and Company introduced Brand Harmony and their Be the Brand concept to our team at Jenny Craig.  I believe these new ideas contributed in helping us triple the company's revenue during my years as CEO.

Jim Evans

former President and CEO, Jenny Craig
Alex von Bidder
Steve Yastrow's teachings are applicable to any business that values long-standing success based on personal relationships.

Alex von Bidder

Managing Partner, The Four Seasons Restaurant, New York
Alex von Bidder
In these high pressure times of bite-size communications we all hunger to be listened to and cared for individually. 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.

Alex von Bidder

Managing Partner, The Four Seasons Restaurant, New York
We have seen huge benefits from Steve's input. Steve is unlike any other consultant I've ever worked with. He takes a genuine, deep-seated interest in our business. He is intuitive and able to identify problem issues quickly. We wouldn't be as far along in acheiving of our long-term growth strategy if we hadn't actively and aggressively pursued Steve's Brand Harmony.

Michael MacDonald

Executive VP Sales and Marketing, American Licorice Co.
Marc Allen
We are absolutely better off after engaging Yastrow and Company. They helped us look at our business from our clients’ perspective, resulting in a cultural shift throughout our organization. These changes have made a big impact - we’ve gained new clients and strengthened relationships with existing clients. The investment was well worth it.

Marc Allen

Vice President of Sales, AMD Industries
Mike Depatie
Steve Yastrow is at the forefront of the next evolution in marketing. We have implemented many of his innovative ideas... and have seen very positive results.

Mike Depatie

CEO, Kimpton Hotels and Restaurants
Tom Peters
When Steve Yastrow writes, I pay close attention.

Tom Peters

Founder, Tom Peters Company