Moe and Steve discuss how business is an act of improvisation and how we'd all benefit from ditching the pitch more often, and co-creating with our clients and prospects so we can discover more.
Stop Pitching and Start Improvising
Having spent the majority of my professional career in financial services; I have an especially fond appreciation for those who consistently demonstrate excellence in sales and marketing. I was just 20 years old when I gained an interest in the industry, and although I knew little about the process of building a clientele; the one thing that I vowed never to do, was to recommend anything that I wouldn’t otherwise recommend to my own family.
At my core, I have a deep desire to contribute to the success and wellbeing of others; and for me that always starts with listening. I remember reading Warren
Bennis’ leadership classic - On Becoming A Leader - early in my career, and the big revelation for me at that time, was the importance of ‘creative collaboration.’ This was particularly true in sales; and immediately ignited a spark in my team to stop selling and to start co-creating unique solutions. As simple and common sense as that may appear, it was far from what was practiced in an industry where the bottom line was the panacea.
I was introduced to Steve Yastrow’s work earlier this year because he, too doesn’t believe in conventional selling methods. His book - Ditch the Pitch: The Art of Improvised Persuasion - he invites you to ditch your canned sales presentation, and instead to ‘go with the flow’ - here’s what happens...