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Flip the Script: Getting People to Think Your Idea Is Their Idea Hardcover – August 13, 2019

4.7 out of 5 stars 484 ratings

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Frequently bought together

  • Flip the Script: Getting People to Think Your Idea Is Their Idea
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  • Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
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  • Never Split the Difference: Negotiating As If Your Life Depended On It
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From the Publisher

Editorial Reviews


“In Flip the Script, Oren Klaff gives readers powerful tools that will help them get what they want.  Instead of trying to convince people to buy what you’re selling, his techniques will show you how to create an entirely different dynamic. A game changing read.”
             - DAYMOND JOHN, co-star of Shark Tank and author of The Power of Broke and Rise and Grind

"Oren Klaff is one of the most engaging writers in the business world today. 
Flip the Script is hugely entertaining--you'll find yourself eagerly turning the pages, engrossed in Klaff’s remarkable tales of deal-making... then suddenly look up and realize he's just taught you a whole new set of complex sales techniques, and somehow made it fun."
              - MATTHEW DIXON, coauthor of The Challenger Sale

"Oren Klaff should have been a spy. He could recruit and sell anyone. The stories in this book will keep you on the edge of your seat and show you how a true master of influence operates.  In these pages, Oren shares the tradecraft you need to close any kind of deal."
               - JASON HANSON, former CIA Officer and author of Spy Secrets That Can Save Your Life

Flip the Script is the rare book that shows you how to increase your influence, at work and at home. Oren Klaff's methods are both intuitive and completely actionable. This book is loaded with real-world examples, some radical, some surprising, but all incredibly useful."
              -  JONAH BERGER, author of Contagious

Flip the Script is a riveting book.  This critically important handbook of influence principles is culled and perfected from Oren Klaff's remarkable career as an investment banker. Refreshing, insightful and above all, incredibly useful, this gives you the tools to create influence with integrity. It's a great read."
- PHIL JONES, author of Exactly What to Say

"When you pit your idea against your client’s idea, they’re likely to choose their own, even when yours is the better solution. In
Flip the Script, you’ll get a master class in helping your client discover the advantages of your idea for themselves."
              - ANTHONY IANNARINO, author of Eat Their Lunch and The Lost Art of Closing

About the Author

Oren Klaff is one of the world's leading experts on sales, raising capital and negotiation. His first book, Pitch Anything, is required reading throughout Silicon Valley, Wall Street and the Fortune 500, with more than 1,000,000 copies in print worldwide. He has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts and blogs. He is an investment partner in a $200 million private equity investment fund and in his spare time is a motorcycle enthusiast.
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Product details

  • Publisher ‏ : ‎ Portfolio (August 13, 2019)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 256 pages
  • ISBN-10 ‏ : ‎ 052553394X
  • ISBN-13 ‏ : ‎ 978-0525533948
  • Item Weight ‏ : ‎ 12 ounces
  • Dimensions ‏ : ‎ 5.66 x 0.85 x 8.49 inches
  • Customer Reviews:
    4.7 out of 5 stars 484 ratings

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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

4.7 out of 5 stars
4.7 out of 5
484 global ratings

Top reviews from the United States

Reviewed in the United States 🇺🇸 on February 12, 2020
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5.0 out of 5 stars This is an excellent book and you'll find plenty of value in it.
Reviewed in the United States 🇺🇸 on February 12, 2020
This book has been out a few months and I loved Oren Klaff's first book, PITCH Anything. I've adapted his method from that book to my own presentation style and I think it is highly effective so I was anxious to absorb this - thinking it was a follow-up.

It isn't.

Klaff presents this book as a new and evolved pitch technique that helps you get through any resistance in the mind of the buyer/investor.

If you follow Klaff on LinkedIn, you quickly discover that he is highly confident and at times hard to take. The book tones this down quite a bit and his stories (positioned as examples of his techniques) are entertaining and well told. They do bury the introduction of the techniques and obscure the teaching in some instances.

I read the book while simultaneously listening to the unabridged audio so I could assimilate the information faster. I still found I needed to go back and dig through the chapters for the usable/actionable information. I did this willingly because I think the methodology is THAT good.

What you should do:

Read my outline below and then buy the book and read it (or listen to it) a few times.

One note: I see a difference between Klaff's original methodology outlined in Pitch Anything and Flip The Script. The original methodology is still great for large group, informational presentations. The new one is specifically for sales and selling and will work one-on-one as well as in a group setting.

Flip The Script: Getting People To Think Their Idea is Your Idea

Here is the outline of the methodology:

1. Status Tip Off

This is a story or phrase that demonstrates you are a member of the group you are pitching to. To formulate your status tip off you use:

Industry lingo
Describe a recent action you took
Mention real industry issue everyone cares about
This helps you connect with the audience and it triggers "likening" a psychological principle.

2. Flash Roll

This is linguistic fireworks that closes the credibility gap. It should be about a minute in length (when spoken) and about 250 words if you're writing a script.

What Klaff used as an example was the Marisa Tomei, car expert scene, from the movie My Cousin Vinny. It's perfect.

3. Prewired Ideas: Grab attention and Bypass Skepticism using three main premises:

Winter Is Coming/Approaching doom - Answers the question: "Why should I care?"
2X/Big Payoff - Answers the question: "What's in it for me?"
Skin in the Game/Fair Deal - Answers the question: "Why You?"

4. Plain Vanilla

Chunk all the risk into one category and minimize it as one small difference in approach. The idea is to get the client to think your solution is familiar but better - a new and improved version of a good thing. Klaff describes this as the "new normal."

"It has everything you like and it's better because we added..."

5. Leverage Pessimism

This is one of the most useful parts of the methodology. It will undoubtedly save you from handling objections and having heartburn. Here's how you do it:

First: Outline the buying process. Klaff calls this a buyers' formula. You say: "I do this all the time. Let me try and help." Then you tell them how the process should go.

Next: Outline the obvious ways to fail. Point them out and dismiss them.

"One obvious assumption is...Don't do that. Don't make that mistake."

Then: Highlight less obvious ways to fail. Point out hidden traps. Pull back curtain and show expertise.

Fourth: List obvious actions and steps. "Obviously you'll want to..."

Fifth: Share Hacks and shortcuts. "If it was me, what I would dois..."

Sixth: Hand over autonomy: "Well, that's just what I would do having done this a hundred times. You're the boss so you have to do what you want."

Finally: Keep In Bounds by dismissing other worries as irrelevant. "People always worry about that but it's never an issue. It will be fine."

6. Be Compelling: This is not necessarily a step but an overarching theme.

You need to have some unshakable beliefs and refuse to compromise them. Things like "never discount price." The way to do this is to write a personal script and review it over and over until you internalize it.

Bottom line: This is an excellent book and you'll find plenty of value in it. Review this outline again then read with it in mind.
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Top reviews from other countries

Stefan Hyltoft
1.0 out of 5 stars Oren introduced a new idea in my head, but not the one he wanted
Reviewed in the United Kingdom 🇬🇧 on September 8, 2022
One person found this helpful
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Amazon Customer
5.0 out of 5 stars Great addition to Oren's first book, Pitch Anything
Reviewed in the United Kingdom 🇬🇧 on September 25, 2019
5 people found this helpful
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Kym Hamer
5.0 out of 5 stars A must-read if you want to convince anyone of anything...ever!
Reviewed in the United Kingdom 🇬🇧 on October 14, 2020
One person found this helpful
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Montell C.
5.0 out of 5 stars My favourite salesman
Reviewed in the United Kingdom 🇬🇧 on June 18, 2020
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Stephen Conway
5.0 out of 5 stars It's a book, as expected...
Reviewed in the United Kingdom 🇬🇧 on November 17, 2019
One person found this helpful
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