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Ditch the Pitch: The Art of Improvised Persuasion
Customers don’t want to hear sales pitches. In this breakthrough handbook, Steve Yastrow challenges salespeople to forget everything they’ve learned about persuading customers and to start improvising. Ditch the Pitch gives you all the tools you need to engage in fresh, spontaneous, persuasive conversations that get customers to buy. With Steve’s six Ditch the Pitch Habits you will effortlessly navigate the sales process from prospecting through closing. You’ll create conversations and communications specifically created for each customer―to craft the right message for the right customer at the right time. In the book, Steve quotes from interviews with well-known improv actors and musicians. By successfully adapting their techniques to making sales, he shows how anyone can master the art of engaging and effective on-the-spot interactions. Tear up your sales pitch and improvise!
176 pages, Hardcover
First published January 7, 2014
29 people are currently reading
272 people want to read
About the author
Steve Yastrow
8 books7 followersSteve Yastrow is a non-stop idea generator, business advisor and author. When he’s not creating new ideas for his books and other writings, he’s thinking about how to apply his ideas to his clients’ businesses.
In 1997 Steve opted-out of a career as a senior marketing executive in the hospitality industry to form Yastrow and Company. Yastrow and Company has enabled Steve to help organizations of all types improve their results through his breakthrough marketing, customer relationship and sales ideas
Steve Yastrow is the author of three books, Ditch the Pitch, We: The Ideal Customer Relationship and Brand Harmony. Management guru Tom Peters says, “When Steve Yastrow writes, I pay close attention.” Peters called Brand Harmony “compelling and powerful,” while describing We as “a superb book.”
As an author, Steve excels at identifying the things that truly matter in business, dissecting trends and blending his observations with philosophy and science. He identifies the questions that are crucial to business success and helps his readers answer those questions for their own businesses.
In 1997 Steve opted-out of a career as a senior marketing executive in the hospitality industry to form Yastrow and Company. Yastrow and Company has enabled Steve to help organizations of all types improve their results through his breakthrough marketing, customer relationship and sales ideas
Steve Yastrow is the author of three books, Ditch the Pitch, We: The Ideal Customer Relationship and Brand Harmony. Management guru Tom Peters says, “When Steve Yastrow writes, I pay close attention.” Peters called Brand Harmony “compelling and powerful,” while describing We as “a superb book.”
As an author, Steve excels at identifying the things that truly matter in business, dissecting trends and blending his observations with philosophy and science. He identifies the questions that are crucial to business success and helps his readers answer those questions for their own businesses.
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Displaying 1 - 23 of 23 reviews
November 28, 2022
I agree with the author, but he could have said it in a more concise manner since most of the chapters are saying the same thing.
December 23, 2020
amazing , recommend
April 21, 2022
This is a tough review to like as it's a great book that I think most people should read, and I agree with almost everything he says. Or put another way, I agree with probably everything, maybe just to ablesser degree.
I think that we should mostly ditch the pitch, the sales preso should be used a whole heap less, however I feel that he's throwing the baby out with the bathwater.
I think having certain well crafted stories is a power move, saying something in a different way each time is a terrible idea. I need to listen to a few of his talks, but I imagine even if he improvises the structure, much of his delivery will be material (that's a good thing).
Speaking of improv.
Probably the only thing I find more nauseating than listening to jazz is watching improv. It's like a lot of art, I can appreciate that there's magic there, to me it's just a meh though.
This would be fine if it wasn't for the fact that the lessons from improv were repeated over and over and over (and over) again. Perhaps the nuances he sees as a practitioner are there, but as a person on the outside it was just the same variation of "yes, and" over "no, but" like a cracked record.
After a while it left me thinking that the problem was that the victory condition of improv is fundamentally different to that of a big sale. It's a lot harder to get someone to invest millions in a new IT infrastructure than it is it get people to laugh. Also, if I was investing that much in technology I would definitely not want the ses guy to be winging it.
That all said, I still really enjoyed this book and think you would do very well to read it.
I think that we should mostly ditch the pitch, the sales preso should be used a whole heap less, however I feel that he's throwing the baby out with the bathwater.
I think having certain well crafted stories is a power move, saying something in a different way each time is a terrible idea. I need to listen to a few of his talks, but I imagine even if he improvises the structure, much of his delivery will be material (that's a good thing).
Speaking of improv.
Probably the only thing I find more nauseating than listening to jazz is watching improv. It's like a lot of art, I can appreciate that there's magic there, to me it's just a meh though.
This would be fine if it wasn't for the fact that the lessons from improv were repeated over and over and over (and over) again. Perhaps the nuances he sees as a practitioner are there, but as a person on the outside it was just the same variation of "yes, and" over "no, but" like a cracked record.
After a while it left me thinking that the problem was that the victory condition of improv is fundamentally different to that of a big sale. It's a lot harder to get someone to invest millions in a new IT infrastructure than it is it get people to laugh. Also, if I was investing that much in technology I would definitely not want the ses guy to be winging it.
That all said, I still really enjoyed this book and think you would do very well to read it.
September 23, 2025
I found Ditch the Pitch to be one of the most refreshing takes on sales and persuasion I’ve read in a long time. So many books on sales focus on scripts, formulas, or memorized pitches, but Steve Yastrow flips the entire concept upside down. Instead of trying to force canned lines, he encourages readers to master the art of improvisation, adapting to each customer in real time.
What stood out to me most was the practicality. The six “Ditch the Pitch Habits” are easy to understand and immediately applicable. Yastrow shows that sales isn’t about pushing people toward a decision—it’s about creating a conversation that feels natural, engaging, and human. I especially enjoyed how he drew parallels to improv actors and musicians; it made the advice memorable and fun to digest.
What stood out to me most was the practicality. The six “Ditch the Pitch Habits” are easy to understand and immediately applicable. Yastrow shows that sales isn’t about pushing people toward a decision—it’s about creating a conversation that feels natural, engaging, and human. I especially enjoyed how he drew parallels to improv actors and musicians; it made the advice memorable and fun to digest.
October 28, 2020
The premise is simple. People are persuaded or make decisions based on their reasons, not yours. And so our completely preplanned, preprogrammed, and scripted presentations won’t work.
Whether you are a sales person, leader, business owner or parent, you are “pitching” your ideas to others every day, and this easy to follow and read book by Steve Yastrow gives us tangible approaches for doing just that from a logical (but perhaps surprising) perspective.
Read more...
Whether you are a sales person, leader, business owner or parent, you are “pitching” your ideas to others every day, and this easy to follow and read book by Steve Yastrow gives us tangible approaches for doing just that from a logical (but perhaps surprising) perspective.
Read more...
November 4, 2021
This book is about how to improve communication utilizing active listening and improv. The improv portion covers how to to avoid prematurely ending a conversation with a "no" and instead using "yes, and..." (which ties in very well to the concepts addressed by William Ury in many of his books about negotiation).
If you haven't read about these concepts before, they're covered quite well in this book.
If you haven't read about these concepts before, they're covered quite well in this book.
August 18, 2020
Interesting title by far in 2020. I got hooked instantly and picked it up to start reading. By using the art of improvisation and sizing up the scene in the sales really help on how to negotiate better for the success of sales. By letting the other person talk, it makes them feel better about themselves and ultimately, winning the game of pitch.
May 1, 2023
Yes another self help book on how to keep your mouth closed and listen. How to encourage you to listen tactically and keep this used car salesmen going on and on to never let you off the phone because you are confident you will get a YES, to a friendship of course.
A numbered plan to help you manipulate those people to organize your kitchen…hahah all with YES and Improvisation.
A numbered plan to help you manipulate those people to organize your kitchen…hahah all with YES and Improvisation.
June 19, 2025
Quick read, good ideas that apply to any field, including teaching.
Reciprocal, gift/favor, even if didn’t ask
Improvisation, let the pitch go. Edit down.
1 paragraph rule
No pitch…lose them
“Yes and” improv
Reciprocal, gift/favor, even if didn’t ask
Improvisation, let the pitch go. Edit down.
1 paragraph rule
No pitch…lose them
“Yes and” improv
October 1, 2025
Good summary of how improvisation principles can be applied to the sales process. It's not presentations that are memorized. It's listening closely, saying yes instead of but, setting them up to speak, etc.
April 11, 2019
Good read a different perspective on persuading
October 10, 2020
My only complaint is that the book was too short. Very interesting and engaging. I would like to hear more, and I think the author has enough experience that he could have delivered more.
February 12, 2021
Good arguments on being attentive during a pitch, conversation, or presentation.
September 26, 2021
Short and sweet- A good read for sales pitch!
May 22, 2022
Great concept, probably should have done it on Blinkist though
July 18, 2022
A smarter way to build your network by being a problem solver and ally.
October 5, 2022
You can only stretch the metaphor that good sales conversations are like improv so far.
December 20, 2020
This was a good perspective on selling and improve. A way to look at sales that I hadn't prior, and there are some quality takeaways for anyone in sales.
July 21, 2014
Disclaimer: I received this book as a Goodreads giveaway on the premise that I would review it.
Ditch the Pitch
This book is subtitled “The Art of Improvised Persuasion”; it’s primarily aimed at salespeople, although the author mentions that the techniques can be used for any persuasive conversation. Most of the focus is on using improvisation techniques to create an interactive connection with the other person, rather than a prepared sales pitch.
The author is a marketing consultant whose previous books include We: The Ideal Customer Relationship and Brand Harmony. Much of his research for this volume was done by attending improvisational performances and workshops, and interviewing improvisational performers.
Some of the tips presented in this book include active listening, making the conversation about the customer’s story and then making it “our” story by matching the customer’s story with the useful bits of yours, and using “yes, and…” instead of “no” or “yes, but.” It’s a bit much to take all at once, so the author has broken it down into useful habits to work on one or two at a time. This has website support for the dedicated practitioner.
This book’s message primarily applies to “real-time” conversations; while improvisational speaking is affected by talent, almost everyone can learn the skills with practice and patience. Despite the reassurances of the author, salesmanship is the main use of the topic in this book. It is less likely to be useful for those in low-level positions where you are expected to complete X number of calls in an hour, or are punished for going “off-script.”
I would recommend the book itself primarily to those interested in sales or customer service (which also requires improvisational skills.) I recommend some training in improvisation to everyone who can find time for it; it is very helpful in many areas of life.
Ditch the Pitch
This book is subtitled “The Art of Improvised Persuasion”; it’s primarily aimed at salespeople, although the author mentions that the techniques can be used for any persuasive conversation. Most of the focus is on using improvisation techniques to create an interactive connection with the other person, rather than a prepared sales pitch.
The author is a marketing consultant whose previous books include We: The Ideal Customer Relationship and Brand Harmony. Much of his research for this volume was done by attending improvisational performances and workshops, and interviewing improvisational performers.
Some of the tips presented in this book include active listening, making the conversation about the customer’s story and then making it “our” story by matching the customer’s story with the useful bits of yours, and using “yes, and…” instead of “no” or “yes, but.” It’s a bit much to take all at once, so the author has broken it down into useful habits to work on one or two at a time. This has website support for the dedicated practitioner.
This book’s message primarily applies to “real-time” conversations; while improvisational speaking is affected by talent, almost everyone can learn the skills with practice and patience. Despite the reassurances of the author, salesmanship is the main use of the topic in this book. It is less likely to be useful for those in low-level positions where you are expected to complete X number of calls in an hour, or are punished for going “off-script.”
I would recommend the book itself primarily to those interested in sales or customer service (which also requires improvisational skills.) I recommend some training in improvisation to everyone who can find time for it; it is very helpful in many areas of life.
February 11, 2014
Zen of a Relationship (business)
My family was excited to see this book arrive at the house and for me to actually have interest in reading it. I take a lot of grief from my family for typically reading philosophy and Buddhist books. In my everyday life I am a family man and a business man. I am usually on the receiving end of the Pitch. I can't count how many times vendors have brought me solutions that make their quotas. secure a promotion for themselves or a cruise that I am not invited to enjoy. Although Ditch the Pitch is not a book on Buddhist philosophy it has a foundation in being present and listening. Attention--- It creates an agile environment without fixed criteria. Anyone who practices Ditch the Pitch is much better prepared to serve their customer, be attentive to their needs and be present to provide a solution that is customer oriented, therefore helping both parties involved. I highly recommend this book.
My family was excited to see this book arrive at the house and for me to actually have interest in reading it. I take a lot of grief from my family for typically reading philosophy and Buddhist books. In my everyday life I am a family man and a business man. I am usually on the receiving end of the Pitch. I can't count how many times vendors have brought me solutions that make their quotas. secure a promotion for themselves or a cruise that I am not invited to enjoy. Although Ditch the Pitch is not a book on Buddhist philosophy it has a foundation in being present and listening. Attention--- It creates an agile environment without fixed criteria. Anyone who practices Ditch the Pitch is much better prepared to serve their customer, be attentive to their needs and be present to provide a solution that is customer oriented, therefore helping both parties involved. I highly recommend this book.
July 20, 2014
The book Ditch the pitch has a great premise and wonderful advice in how to not just sell things but communicate ideas in a way that doesn't force them down the listener's throat.
It's not just useful in management but in developing a collaboration in any industry. The content itself is wonderful. The writing on the other hand could have been edited a bit tighter.
The text lacked flow and while repetition of new concepts is necessary to help in remembering, it was done in a way that was almost abrasive or forced. I'm not sure what exactly the
problem was, possibly more information than needed in the examples and the text, that did not overlap well overall. Considering the topic of ditching the stylized pitch, it read like one of
those pitches too much at times.
Received in Goodreads Giveaway.
It's not just useful in management but in developing a collaboration in any industry. The content itself is wonderful. The writing on the other hand could have been edited a bit tighter.
The text lacked flow and while repetition of new concepts is necessary to help in remembering, it was done in a way that was almost abrasive or forced. I'm not sure what exactly the
problem was, possibly more information than needed in the examples and the text, that did not overlap well overall. Considering the topic of ditching the stylized pitch, it read like one of
those pitches too much at times.
Received in Goodreads Giveaway.
January 20, 2016
Yastrow says to drop the canned spiel and apply the principles of theatrical improvisation to your sales engagements. Good stuff!
June 12, 2018
Reminds me of Straight Line persuasion method.
Displaying 1 - 23 of 23 reviews