Ditch the Pitch Self-Evaluation

Welcome to the Ditch the Pitch Self-Evaluation. View this evaluation as a way to personalize Ditch the Pitch to your needs. You'll see which practices you're already expert at and which could use further development.

Name Organization Email
1. Practice: Be Alert
How alert are you? In customer conversations…
2. Practice: Say Less to Notice More
How much talking do you do? In customer conversations...
3. Practice: Turn Down Your Analytic Brain
How distracted are you by self-judgment or self-criticism? In customer conversations...
4. Practice: Know Who You Are With
Do you understand who your customer is? In customer conversations...
5. Practice: Understand the Context of Your Conversation
Do you learn details about your customer’s situation? In customer conversations...
6. Practice: Listen for the Game
Are you able to identify a conversational style that fits your customer? In customer conversations...
7. Practice: Say, "Yes, and…"
How often do you say “no”? In customer conversations...
8. Practice: Work With What You Are Given
How do you handle the unexpected? When something unexpected happens in a customer conversation...
9. Practice: Ensure Your Customer Keeps Saying Yes
Do customers ever say “no” in answer to your questions? In customer conversations...
10. Practice: Find Your Customer's Path
How do you decide which topics to talk about and in what order to bring them up? As a customer conversation unfolds...
11. Practice: Get Rid of Your But
How often do you say “but” to customers? When responding to customer questions...
12. Practice: Make Accidents Work
Are you distracted by accidents or mistakes? If I make a mistake during a customer conversation...
13. Practice: Make 95% of the Conversation About Your Customer
Do you talk about your customer or about your organization? Which of these most closely resembles your conversations? In customer conversations...
14. Practice: Obey the One-Paragraph Rule
How long do you talk before taking a break in what you’re saying?
15. Practice: Weave Your Stories Together
Are you able to make parts of your organization’s story relevant to your customer’s personal story?
16. Practice: Don't Load the Slingshot
Do you bring information into a customer conversation before a customer is ready to hear it?
17. Practice: Leave Things in Your Pocket
Can you hold back from telling your customer information that isn’t important to them? In customer conversations...
18. Practice: Create Callbacks
In customer conversations, do you remember details that are important to your customer and bring them up later?