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Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Hardcover – February 16, 2011


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Product Details

  • Hardcover: 240 pages
  • Publisher: McGraw-Hill; 1 edition (February 16, 2011)
  • Language: English
  • ISBN-10: 0071752854
  • ISBN-13: 978-0071752855
  • Product Dimensions: 9.2 x 6.4 x 1.1 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (216 customer reviews)
  • Amazon Best Sellers Rank: #9,877 in Books (See Top 100 in Books)

Editorial Reviews

Amazon.com Review

Using the S.T.R.O.N.G. Method, you will discover that PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. You will learn how to read subtle (but obvious) shifts in power during meetings; how to own the room by creating local star-power and capture the alpha position; you will learn when to press forward and when to pause. Once you realize you have control over the agenda and the flow, you’ll always stay composed, get the high-status position, own the frame, and get to the hook point. Then, closing is easy.

Pitch Anything











PITCH ANYTHING is a fast-paced narrative packed with crystal clear examples illustrating the unique S.T.R.O.N.G. Method, which takes advantage of how the brain really works by Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; and Getting a Decision. These are methods to get frame control, a way of making your perspective the dominant one in social encounters. Each of these tactics can get you closer to closing a deal. Used together, they give you complete control over the pitch process.

IF YOU’RE THE FRONT MAN, THE PERSON WHO HAS TO PITCH THE DEAL OR SELL SOMETHING, THEN TODAY YOU HAVE TO RISE TO A NEW LEVEL. Your marketplace is more crowded than ever. Socially,with people’s attention splintered over half dozen devices, and the speed of life increasing, the attention of your target is growing more and more scarce. If you can’t get and keep your target’s attention, then it doesn’t matter how well you present the information about your product or deal. And getting attention isn’t a technical or business skill; it’s become social skill.

From the Back Cover

ADVANCE PRAISE FOR THE PITCH ANYTHING FORMULA:

"Fast, fun and immensely practical."
--JOE SULLIVAN, Founder, Flextronics

"Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business."
--JOSH WHITFORD, Founder, Echelon Media

"What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve."
--RALPH CRAM, Investor

"Pitch Anything offers a new method that will differentiate you from the rest of the pack."
--JASON JONES, Senior Vice President, Jones Lang LaSalle

"If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work."
--STEVEN WALDMAN, Principal and Founder, Spectrum Capital

"Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions."
--LOUIE UCCIFERRI, President, Regent Capital Group

"I use Oren's unique strategies to sell deals, raise money, and handle tough situations."
--TAYLOR GARRETT, Vice President, White Cap

"A counter-intuitive method that works."
--JAY GOYAL, CEO, SumOpti

More About the Author

With securities markets experience in capital raising advisory leadership, Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital's flagship product, Velocity™.

From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $400 million of investor capital from high net-worth individuals and financial institutions.

Oren is a member of Geyser Holding's investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development. Previously, he was a venture analyst and partner at several mid-sized investment funds.

Customer Reviews

Overall, I would urge you to buy and read the book.
Alex
This book is well written, easy to read, and provides a lot of very good meeting strategies if you meet with clients to sell products or services.
Jon Frazier
After reading this book I realize how much I have to learn about pitching any thing.
Dominic

Most Helpful Customer Reviews

40 of 42 people found the following review helpful By Lou on November 29, 2012
Format: Kindle Edition
I took these notes while reading Pitch Anything. It's a great book and there's more to it than I share here. A recommended buy.

Basics:
-Good pitching depends on method. It can be learned.
-Pitches are sent from the modern - and smart - part of the brain, the neocortex. But they are received by the old "croc brain."
-This is not numbered based selling or being pushy. Both sides should leave happy and not feel like they were used or tricked.
-Keep it fun. Once the power shifts take control and direct conversations where you want. Give and take power. Let the game be fun for both sides. It should be mutually exciting not dominating.
-Selling makes you supplicate, make rational appeals to the neocortex and ask invasive questions.
-When explaining your track record of success people remember the average of your achievements not the sum. A few good strong stories are better than many weaker ones.
-Hot cognitions are unavoidable - you can control the expression of emotions but not having them.
-Don't create like or analysis, create want.

You must set the frame. Create novelty and intrigue. The STRONG method:
Setting the frame
Telling the story
Revealing the intrigue
Offering the prize
Nailing the hookpoint
Getting a decision

Framing:
-Your point of view is your frame (perspective). The stronger frame absorbs the weaker frame, when frames collide the winner has frame control and his/her ideas are accepted.
-When you are responding ineffectively to things that the other person is saying and doing, that person owns the frame, and you are being frame-controlled.
-If you have to explain your authority, pwer, position, leverage and advantage, you do not have frame control.
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72 of 82 people found the following review helpful By Trevor J. Flannigan VINE VOICE on February 26, 2011
Format: Hardcover
The book of the week was Pitch Anything by Oren Klaff. Wow. I haven't been this excited about a book in quite some time. I have found myself talking about this book a lot this week. I have even suggested it to several of my friends that sell for a living and I did so without getting to the end yet. Klaff is a dynamic writer and the whole book is fascinating. I have read a ton of books and what I look for in books anymore is uniqueness... A lot of books overlap ideas when you get into the realm of business and leadership. The books that do well nowadays are the ones that have a few individual revelations. The ones that do great are the ones that completely revolutionize their subject matter. Pitch Anything is one of those books.

There are a lot of "Oh wow" ideas in this book. Klaff uses neuroscience in selling. He has analyzed the way the human mind reacts to communication and teaches best practices for selling. There are two things I want to lay on you that I learned from this book. The first about attention and the second is about neediness.

Obviously it's important to get attention when you are selling to someone. This is obvious, but most people don't know how to get that attention. A lot of salesmen may think they do, but a lot are wrong. Attention is the combination of two things: desire and tension. Not only do you need to have someone interested but you also need them thinking that it's going to be on your terms whether they get it or not and they would be lucky to have it. Desire is the easy thing. You have a great product or service and you pitch how wonderful it is to your customer or financier. You are most likely passionate about what you are selling, so it should be easy to find ways to incorporate the other party into that desire.
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35 of 40 people found the following review helpful By OrlandoM on November 14, 2011
Format: Hardcover
Oren gives some good pointers for making 'sales' pitches, even though he couches most of his pitches in terms of raising capital for new ventures. It's good exercise to try to imagine his techniques being applied in your line of business.

He gives a good perspective on the 'reptile brain' which you may find as a breakthrough in your own thought process. His emphasis on story and time is equally valuable, as is his insistence to keep 'analyst details for later' until we know we want to do business. I realized I used many of these ideas myself, but had not formalized them with the amount of research he has done. It's nice to put things in a framework always. Speaking of 'frames', his 'death match' concept of social interaction may not appeal to you, but it's a fresh perspective none the less.

For me the weak part were the stories, they got a little over the top, especially the climactic 'pull it all together' story where he spends weeks moping about in obscure resorts while a desperate friend lands in private jet on a small strip trying to get back to win a $1 billion deal, which he does elegantly.

He claims to know Hollywood scriptwriters as friends, and their effect or help shows as he narrates stories where he storms into a Ponzi scheme office and claims to be able to call the FBI in unless he gets the money back for his friend, or where he cuts off half an apple from one of the leading billionaire investors' plate 'to grab his attention'. He even manages to make a gripping narrative out of a 'french waiter' situation.

Read this book if you're frustrated with your current sales method, if you're tired of making 100s of calls for making 2 deals, if you feel angry with the way you're treated in client office lobbies or if you just want to try something different.

Caution: this is strong sauce indeed, so try it with friends and colleagues before trying in formal situations.
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