Life's a Pitch: Then You Buy

Life's a Pitch: Then You Buy

by Don Peppers
     
 

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Learn How To Get Everything You Want And  More In The Ultimate Book On The Not-So-Gentle  Art Of Persuasion From Don Peppers,  Pitchman Extraordinaire And Author Of The  One-To-One Future (46,000 Sold).

In  business, a pitch is a closed-end, winner-take-all  contest. It involves one

Overview

Learn How To Get Everything You Want And  More In The Ultimate Book On The Not-So-Gentle  Art Of Persuasion From Don Peppers,  Pitchman Extraordinaire And Author Of The  One-To-One Future (46,000 Sold).

In  business, a pitch is a closed-end, winner-take-all  contest. It involves one prospective customer and  two or more hopeful suppliers, each struggling to  defeat the others and win the account. Sometimes  the business is won on the basis of price, but  often -- especially where professional services are  concerned -- the determining factor is  intangible. Who, the client wants to know, will fight  hardest for me in court, come up with the most  inspired ad campaign, bring my products to the most new  markets?

In Life's A  Pitch... And Then You Buy, Don  Peppers shows us how to craft a pitch that is  guaranteed to simultaneously win the confidence (and  business) of prospective clients and defeat the  competition. Peppers's fail-safe system teaches  mastery of three levels of the pitch: salesmanship,  psychology, and game theory. Peppers believes  that the strongest pitches appeal to a person's  emotional makeup and the very subtle, extremely  personal "hot buttons" that make each of us  into feeling and thinking creatures. Peppers shows  how you can design pitches that capture your  clients' hearts and throw your competition off balance  at the same time.

In fast-paced prose,  Peppers covers all the bases, including: overcoming  objections, seeing eye-to-eye with your prospects,  speaking the customer's language, prospecting, and  follow-up. No matter what field you're in,  Peppers's lessons will help you master the art of  persuasion.

Editorial Reviews

Publishers Weekly - Publisher's Weekly
Here's a savvy book for hopefuls in the few-holds-barred arenas where suppliers fight for business contracts with potential customers. Peppers (The One to One Future) takes many of his examples from his own experiences in the fiercely competitive advertising industry, where agencies overpower rivals through stages of elimination. His methods are pragmatic, audacious and admittedly unorthodox. When an agency he worked for was knocked out of the semifinal stage of a competition, it sent in its pitch anyway with an order of pizzas. When a marketing director for Reebok wouldn't talk to him, he left his pitch with a life-size cardboard figure at the doorstep of her home. The book involves more than stunts. Peppers's strategy is to use psychology and prepare thoroughly. Finally, he describes how and when to lie, concluding with a Machiavellian overview of questionable ethics that is the book's most controversial aspect. He admits there are no right answers to an ethics questionnaire. Illustrations. (Sept.)
Library Journal
If pitchman extraordinaire Peppers promotes his own book, it should do well.

Product Details

ISBN-13:
9780385474030
Publisher:
Crown Publishing Group
Publication date:
08/01/1995
Pages:
261
Product dimensions:
5.23(w) x 7.51(h) x 0.92(d)

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