YOU GET WHAT YOU PITCH FOR

5 stars out of 5

Ho-hum. Well, I didn't actually yawn, but my first reaction when this book turned up available for request on my NetGalley list of possibilities wasn't exactly positive. That's for two reasons: One, I'm not even close to a fan of sales pitches (think: door-to-door hucksters and telemarketers). And second, back in my much younger days I had a side business conducting employee development/motivational seminars. What could I possibly learn?

Ah, but there's that magic word: Learn. I may be a slightly gray 76-year-old grandmother of four mostly grown-ups, but I plan on going strong as long as I can. One of the things that keeps me hopping is my firm belief that when you stop learning, you stop living. Well then, I said, bring it on!

And by golly, I learned a lot - starting with (surprise!) "Pitching is not about selling." Besides that, I now know that a) The author is someone with whom I'd enjoy the heck out of tipping a few beers in a local pub and b) He could pitch me under the table in a New York minute.

That he's the perfect pitchster, though, isn't so unexpected; after all, he's got experience out the wazoo. In all likelihood, you've seen him do his thing as the TV "face" of OxiClean. You also may be familiar with his long-time pitch partner and friend, Billy Mays, who died in 2009 - after which the author, informally known as "Sully," kept the pitch perking along (although he now spends more time producing other people's pitches than doing his own shtick). Point is, he's been there, done that - and now he's spreading the wealth of his experience with other folks, encouraging them to follow suit. Better yet, he's done it in a manner that's interesting, informative and easy to understand.

As mentioned earlier, it's not about having a product to sell - unless you count yourself as a product, which is, in fact, the point. The take-away for readers is learning to control any situation, create fierce agreement and get what you want in life (hey, that would be a great subtitle for this book - oh wait, it is)! Anyone who wants to put in the effort to learn how can accomplish all that, he maintains, offering a set of 10 "Pitch Powers" that he explains in  detail. The first of these "superpowers" is "Know Your Acceptable Outcomes." How, exactly, do you want the situation to end (or put another way, what's your goal)? That settled, the question becomes, what will it take to get you there?

He lays out the fundmentals and, using personal examples sprinkled with humor, tells how he puts them into practice and what it will take for readers to do the same. He's also honest; nothing is a sure thing - meaning no matter how you approach a person or a situation, slam-dunk success won't always happen. And if you're not willing to practice, practice and practice some more, you might as well fuhgettaboutit. By the end of the book, you'll have a doggone good grasp of the techniques he used - still does - to become successful. If you pay attention and follow through, they'll be of help no matter whether you want to become a Home Shopping Network sales guru, navigate the corporate ladder or win the hand of a fair maiden (well, at least get her to talk to you).

Throughout, more food for thought is added by way of catchy but meaningful  snippets, such as:

"Facts tell, stories sell."

"Your audience isn't going to decide based on anything you say or do, but on how you make them feel." 

"A lesson by example is always more effective than a lesson by lecture." 

"'No' is just 'yes' misspelled.'" Okay, okay, that one is gag-me-with-a-spoon hokey, but it's a point well taken nonetheless.

The bottom line is this: If you're looking to get in control of your professional and/or personal life, this book is a pitch perfect place to start. Many thanks to the publisher for allowing me to read an advance copy in exchange for an honest review. Well done!

You Get What You Pitch For by Anthony Sullivan and Tim Vandehey (Da Capo Lifelong Books, September 2017); 246 pp.