Latest Ditch the Pitch Posts

[VIDEO] 5 Tips to Sell More Now
Let’s face it, we all want to sell more, and we all want to sell more NOW! Here are five short video tips to help you sell more now:   Turn Every Presentation Into A Conversation Our...
Persuade with the Power of Spoken Language
Humans respond to spoken language and written language differently. So, ditch your PowerPoint when selling! Spoken language encourages your customer to think, interact and converse with you. Talk...
Find Your Customer’s Urgency
Imagine... you're talking to a customer, eager to close the sale.  You're ready to move things forward, but your customer is not displaying the same urgency. What do you do?  How do you get...
Learn to Be Alert with this Sales Role-Play Video
The first Ditch the Pitch Practice is to be alert to your customer. In this video, I'm joined by Senior Strategy Consultant Danielle Zaft in a role-playing sales conversation that shows what happens...
Will Customers Share Their Problems With You?
A senior executive at one of my client companies wrote me with the following question: "Steve, we train our sales people to discover their prospective customers' 'problems.' Does this make sense? I...
Customers Don’t Know What They Want
"It's not the customer's job to know what they want" -- Steve Jobs Here are three principles l like to keep in mind when I'm selling: This customer believes he knows what he wants This...

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