Latest Ditch the Pitch Posts

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...
[VIDEO] JAM with Your Team
What does jamming have to do with your career and your company's success? Marketing and sales speaker Steve Yastrow draws business inspiration from improvisational actors and jam bands. Watch...
[VIDEO] Ditch the Pitch to Network!
Networking is the foundation of any salesperson's success. Watch my networking video to learn how you can be a welcome networker in any situation-- professional or personal. You just have to...
[VIDEO] Timing is Everything!
The improvisational technique of When Before What is critical in your career. Marketing and sales speaker Steve Yastrow challenges the AVI National Sales Meeting audience to get the timing...

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