Life's A Pitch...Then You Buy

By Don Peppers
(Doubleday, Paperback, 9780385507530, 272pp.)

Publication Date: March 19, 2002

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Description

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.

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