You Get What You Pitch For
Control Any Situation, Create Fierce Agreement, and Get What You Want In Life
by Anthony Sullivan, Tim Vandehey
Pub Date 12 Sep 2017
Anthony "Sully" Sullivan went from selling car washers in rainy Welsh street markets to selling to audiences of millions around the world as the face of OxiClean. How did he do it?
Convincing people to give you what you want is an art form that takes charisma and confidence. But no great pitchman achieves success based on those qualities alone. The good ones make themselves great with practice and discipline, mastering a series of skills that Sullivan dubs the ten "Pitch Powers." These are essential techniques he's learned in more than twenty-five years "on the joint" (that's pitchman-speak for the area where you're selling).
For the first time ever, Sullivan reveals the secrets behind his seemingly superhuman ability to persuade others--even if they start out regarding you with suspicion or even hostility. Do it right and you'll change minds, open doors, get opportunities, turn adversaries into allies, make more money, and gain the kind of confidence that makes other people want to know you.
From the first Pitch Power ("Know Your Acceptable Outcomes") to the last ("Finish with Confidence")--with invaluable strategies along the way on using your flubs to get a laugh, how to deal with push-back, and more--Sullivan reveals that pitching is all about engaging a person face-to-face and eye-to-eye so they feel like you're speaking directly to them, even if there are fifty other people in the room. It's turning a crowd of strangers with their arms folded into a legion of fans ready to say "yes" enthusiastically to whatever you propose, what Anthony Sullivan calls fierce agreement. It's the power to get the job, get the girl (or guy), get the part, make money, get better service, advance your career--do just about anything you want to do.
"If you want to get ahead in your career, your personal life, if you want to get funded or turn an idea into reality, read this book."
--- Barbara Corcoran, real estate mogul and star of ABC's Shark Tank
"When I'm managing, I have some favorite sayings: 'Do not permit the pressure to exceed the pleasure.' 'Be present, not perfect.' 'The moment you're worried about what people think about you...is the moment you stop being yourself.' They work for my kind of pitching--in baseball--and when you're attempting to persuade a player to try something new or different. Sully's captured that wisdom and a lot more in his terrific book. Check it out."
--- Joe Maddon, manager, 2016 World Champion Chicago Cubs