Life's A Pitch...Then You Buy - Hardcover

Peppers, Don

Hardcover

ISBN 10: 0385474032 ISBN 13: 9780385474030

Publisher: Crown Business, 1995

Synopsis

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.

About this title

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.

From Publishers 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.
Copyright 1995 Reed Business Information, Inc.

About this edition

• Publisher: Crown Business
• Publication date: 1995
• ISBN 10: 0385474032
• ISBN 13: 9780385474030
• Binding: Hardcover
• Edition number: 1
• Number of pages: 261