Includes bibliographical references (pages 153-154) and index.
Machine generated contents note: pt. I WHY DITCH THE PITCH -- 1.The End of the Sales Pitch -- But I'm Not a Salesperson -- Detecting the Pitch -- We All Have "Customers" -- Why Pitches Don't Work -- 2.Replace Sales Pitches with Persuasive Conversations -- Earning the Right to be Heard -- Good Persuasive Conversations Are Diagnostic -- Improvisation: The Key to Creating Authentic Persuasive Conversations -- 3.Improvisation Creates Persuasive Conversations -- Humans Were Born to Improvise -- What is Improvisation? -- pt. II THE DITCH THE PITCH HABITS -- 4.Figure Out What's Going On -- How to Start a Persuasive Conversation -- HABIT #1 Think Input Before Output -- Practice: Be Alert -- Practice: Say Less to Notice More -- Practice: Turn Down Your Analytic Brain -- HABIT #1 Size Up The Scene -- Practice: Know Who You Are With -- Practice: Understand the Context of Your Conversation -- Practice: Listen for the Game -- 5.Go with the Flow -- How to Propel a Persuasive Conversation Forward -- HABIT #1 Create a Series of "Yeses" -- Practice: Say "Yes, and ..." -- Practice: Work with What You Are Given -- Practice: Ensure Your Customer Keeps Saying Yes -- HABIT #1 Explore and Heighten -- Practice: Find Your Customer's Path -- Practice: Get Rid of Your But -- Practice: Make Accidents Work -- 6.Let a Shared Story Emerge Through Your Conversation -- How to Create a Shared Story -- HABIT #1 Focus the Conversation on Your Customer -- Practice: Make 95% of the Conversation about Your Customer -- Practice: Obey the One-Paragraph Rule -- Practice: Weave Your Stories Together -- HABIT #1 Don't Rush the Story -- Practice: Don't Load the Slingshot -- Practice: Leave Things in Your Pocket -- Practice: Create Callbacks -- pt. III PUTTING DITCH THE PITCH TO WORK -- 7.The Dimmer Switch -- One Habit at a Time -- Staying Fresh -- 8.The Relationship Conversation: "Let's talk about us." -- Leading Your Customer to the Brink of the Relationship -- Relationship Conversations in Non-Sales Situations -- 9.The Persuasion Ensemble: Selling Together -- Try Not to Top the Other Person -- Shared Understanding of the Principles -- Give and Take Focus -- 10.Ditch the Pitch to Brainstorm Ideas -- 11.Go Ahead. Ditch the Pitch.
"Founder of business strategy consulting firm argues that customers are more persuaded by improvised conversations than scripted sales pitches. Presents techniques and practices for six habits people can learn to enable spontaneous conversations that persuade customers to say 'yes'"-- Provided by publisher.