Life's a Pitch... Then You Buy

Life's a Pitch... Then You Buy

by Don Peppers

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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.

Product Details

ISBN-13: 9780385507530
Publisher: Knopf Doubleday Publishing Group
Publication date: 03/19/2002
Pages: 276
Product dimensions: 5.50(w) x 8.50(h) x 0.75(d)

About the Author

Globally respected thought leaders, futurists, and management consultants, Don Peppers and Martha Rogers, PhD, are the authors of four business bestsellers: The One to One Future, Enterprise One to One, The One to One Fieldbook (coauthored with Bob Dorf), and The One to One Manager. Their company, Peppers and Rogers Group, is the world's preeminent customer-focused management consulting and training firm, with offices on six continents and dozens of Global 1000 clients, in both the B2B and B2C arenas. Before teaming up with Dr. Rogers, Don Peppers was a celebrated Madison Avenue rainmaker and CEO of a major direct marketing agency. Martha Rogers is adjunct professor at the Fuqua School of Business at Duke University and leads multiyear, multimillion-dollar research efforts in the emerging CRM field.

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