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insights from this guy

This presentation consists of highlights from the interview with Moe Abdou,

founder & host of 33voices®.

Steve YAstrowSteve Yastrow’s passion is creating revolutionary market-ing systems that yield major profit breakthroughs. As a consultant, speaker and writer he challenges his clients, audiences and readers to reinvent the way they look at marketing, offering clear action steps to improve business performance through stronger customer relationships.

The concepts behind Steve’s ideas were developed in the ‘real world’ through his work as president of Yastrow Marketing, a consulting firm which has served such clients as McDonald’s Corporation, The Tom Peters Company, Kimpton Hotels, the Cayman Islands Department of Tour-ism, Agilent Technologies, Jenny Craig International, Great Clips for Hair, Cold Stone Creamery, Wyndham Hotels & Resorts, Viacord and many other organizations.

Steve was previously vice-president of resort marketing for Hyatt Hotels & Resorts. He is also brand editor for tom-peters.com, where he is a regular writer and contributor.

@SteveYastrow

1

A persuasive conversation is not one where you tell your customer everything you know.

the goal is to earn the right to continue & that’s best served by sharing only what’s relevant.

2

The first three seconds of your presentation is the promise to your customer about who you really are.

humanize it by being personal.

3

Improvisation is to a presentation what oxygen is to the body.

approach it with ears wide open and listen intently.

4

Improvisation is an invitation to collaborate and co-create.

commit to accepting spontaneity, and the world opens up to you.

5

If you remember that Improv scenes often start with suggestions from the audience,you’ll always devote 95% of your focus towards addressing their needs.

6

The fundamental principle of Improv is to say

“yes, and….”There’s no right or wrong, only possibilities and choices.

7

The more you use the word “but” the likelihood that your conversation will stall.

stay patient and never close too soon.

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Think input before output -

Have present moment awareness

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Think input before output -

Have present moment awareness

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Size up the scene -

Contextualize the current situation

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Create a series of “yeses” -

Seek constant affirmation and agreement

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Explore and Heighten -

Heighten your customer’s most important objectives

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Focus the conversation on your customer -

Get to “we”

8

To “Ditch The Pitch” and have a persuasive conversation,

internalize these six habits:Don’t rush the story -

Be relevant and concise

Think for a moment to your last critical meeting...

how much of it do you remember?

REALLY REFLECT...

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