Better method, more money, " Klaff says. Success is dependent on the method you use, not how hard you try. According to klaff, creating and presenting a great pitch isn't an art--it's a simple science. Mcgraw-Hill. About the book: when it comes to delivering a pitch, Oren Klaff has unparalleled credentials. And now it's yours.
Much better method, much more money. Klaff is the best in the business because his method is much better than anyone else's. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million--and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.
Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
Pitch anything introduces the exclusive strong method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money--and even change your life.
Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience--and you'll have more funding and support than you ever thought possible. With this information, you'll remain in complete control of every stage of the pitch process.
Flip the Script: Getting People to Think Your Idea Is Their Idea
Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. The bestselling author of pitch anything is back to flip your entire approach to persuasion. Is there anything worse than a high-pressure salesperson pushing you to say "yes" then sign on the dotted line before you're ready?If there's one lesson Oren Klaff has learned over decades of pitching, presenting, high-stakes deals, and closing long-shot, it's that people are sick of being marketed and sold to.
These days, it's not enough to make a great pitch. To get attention, create trust, and close the deal, you need to flip the script. Then they'll buy in and feel good about the chance to work with you. That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation.
And as you'll see in this book, Oren has been in a lot of different situations. He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. Often, the only way to get someone to sign is to make them feel like they're smarter than you.
That's why oren is throwing out the old playbook on persuasion. The more you push them, the more they resist.
SUMMARY: Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal: By Oren Klaff | The MW Summary Guide Sales Presentations, Negotiation, Influence & Persuasion
An easy to Digest Summary Guide. Bonus material available inside.
Influence: The Psychology of Persuasion, Revised Edition
Influence, the classic book on persuasion, explains the psychology of why people say "yes"—and how to apply these understandings. You'll learn the six universal principles, how to use them to become a skilled persuader—and how to defend yourself against them. Robert cialdini is the seminal expert in the rapidly expanding field of influence and persuasion.
. Dr. His thirty-five years of rigorous, evidence-based research along with a three-year program of study on what moves people to change behavior has resulted in this highly acclaimed book. Collins Publishers. Perfect for people in all walks of life, the principles of Influence will move you toward profound personal change and act as a driving force for your success.
Never Split the Difference: Negotiating As If Your Life Depended On It
A former international hostage negotiator for the FBI offers a new, field-tested approach to high-stakes negotiations—whether in the boardroom or at home. After a stint policing the rough streets of kansas City, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, Missouri, including bank robbers and terrorists.
Collins Publishers. Never split the difference takes you inside the world of high-stakes negotiations and into Voss’s head, revealing the skills that helped him and his colleagues succeed where it mattered most: saving lives. Taking emotional intelligence and intuition to the next level, Never Split the Difference gives you the competitive edge in any discussion.
Harperbusiness. Reaching the pinnacle of his profession, he became the FBI’s lead international kidnapping negotiator. In this practical guide, he shares the nine effective principles—counterintuitive tactics and strategies—you too can use to become more persuasive in both your professional and personal life.
Life is a series of negotiations you should be prepared for: buying a car, buying a home, negotiating a salary, renegotiating rent, deliberating with your partner.
The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies
Collins Publishers. Chet holmes helps his clients blow away both the competition and their own expectations. And his advice starts with one simple concept: focus! Instead of trying to master four thousand strategies to improve your business, zero in on the few essential skill areas that make the big difference.
Harperbusiness. The ultimate sales machine shows you how to tune up and soup up virtually every part of your business by spending just an hour per week on each impact area you want to improve?sales, marketing, management, and more. Portfolio.
Change or Die: The Three Keys to Change at Work and in Life
Collins Publishers. Harperbusiness. Collins Publishers. Could you change when change matters most?This is the question Alan Deutschman poses in Change or Die, which began as a sensational cover story by the same title for Fast Company. Change or Die. What if you were given that choice? If you didn't, your time would end soon—a lot sooner than it had to.
Dean ornish, attainable, bill gates, daniel boulud, and many others, Deutschman demonstrates how anyone can achieve lasting, revolutionary changes that are positive, Mimi Silbert of the Delancey Street Foundation, and absolutely vital. Deutschman concludes that although we all have the ability to change our behavior, we rarely ever do.
From patients suffering from heart disease to repeat offenders in the criminal justice system to companies trapped in the mold of unsuccessful business practices, many of us could prevent ominous outcomes by simply changing our mindset. A powerful book with universal appeal, repeat, change or Die deconstructs and debunks age-old myths about change and empowers us with three critical keys—relate, and reframe—to help us make important positive changes in our lives.
Explaining breakthrough research and progressive ideas from a wide selection of leaders in medicine, science, and business including Dr. Portfolio.
Little Red Book of Selling: 12.5 Principles of Sales Greatness
Salespeople hate to read. That's why little red book of Selling is short, sweet, and to the point. Portfolio. Collins Publishers. That's why little red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment_and the rest of their lives.
It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives. Harperbusiness. Salespeople hate to read. Collins Publishers.
Preliminaries: Opening the Call. Harperbusiness. By following the simple, and easy-to-apply techniques of SPIN, practical, readers will be able to dramatically increase their sales volume from major accounts. The spin Strategy. Collins Publishers. Sales behavior and Sales Success. Written by neil rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force.
Portfolio. Rackham answers key questions such as “what makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?” You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales.
Preventing Objections. Obtaining Commitment: Closing the Sale. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance. Customer Needs in the Major Sale.
Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, Problem, Implication, this groundbreaking resource details the revolutionary SPIN Situation, Need-payoff strategy.
That's why little red book of Selling is short, sweet, and to the point.
Building a StoryBrand: Clarify Your Message So Customers Will Listen
That's why little red book of Selling is short, sweet, and to the point. Building a storybrand does this by teaching listeners the seven universal story points all humans respond to, how to simplify a brand message so people understand it, brochures, and how to create the most effective messaging for websites, the real reason customers make purchases, and social media.
Whether you are the marketing director of a multibillion-dollar company, the owner of a small business, what you do, or the lead singer of a rock band, a politician running for office, Building a StoryBrand will forever transform the way you talk about who you are, and the unique value you bring to your customers.
X collins Publishers. This revolutionary method for connecting with customers provides listeners with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. Harperbusiness. Portfolio. Collins Publishers.
New york times best-selling author donald Miller uses the seven universal elements of powerful stories to teach listeners how to dramatically improve how they connect with customers and grow their businesses. Donald miller's storybrand process is a proven solution to the struggle business leaders face when talking about their businesses.
Salespeople hate to read. It's packed with answers that people are searching for in order to help them make sales for the moment_and the rest of their lives.
Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Ditch the failed sales tactics, and executives a practical, sales leaders, entrepreneurs, fill your pipeline, and crush your numberFanatical Prospecting gives salespeople, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. Collins Publishers. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
It's time to get off the feast or famine sales roller-coaster for good! Collins Publishers. It's packed with answers that people are searching for in order to help them make sales for the moment_and the rest of their lives. Mcgraw-Hill Companies. Harperbusiness. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Wiley. That's why little red book of Selling is short, sweet, and to the point. Salespeople hate to read. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.