004. Ditch the Pitch: Influence through Improvisation
Instructor: Steve Yastrow
Level of Complexity: Foundational
8:30 AM - 11:45 AM
Influence and persuasion are critical to business success, but they aren’t easy! Not only is it difficult to get the attention of the people we seek to influence, it is challenging to change their minds. Typical persuasion is about delivering information and presenting explanations; Steve Yastrow flips that idea around by teaching us how to Ditch the Pitch: Turn every presentation into a conversation that maters to the other person. Steve will teach us how to tear up our scripts and create the right persuasive conversation for the person we are speaking with. It’s all about influence through improvisation.
Paul Reilly, Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world―has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.