- File Size: 791 KB
- Print Length: 241 pages
- Simultaneous Device Usage: Up to 4 simultaneous devices, per publisher limits
- Publisher: McGraw-Hill Education; 1 edition (February 18, 2011)
- Publication Date: January 28, 2011
- Sold by: Amazon.com Services LLC
- Language: English
- ASIN: B004H4XL7E
- Text-to-Speech: Enabled
- Word Wise: Enabled
- Lending: Not Enabled
- Amazon Best Sellers Rank: #32,597 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
|Digital List Price:||$23.00|
|Print List Price:||$23.00|
Save $9.51 (41%)
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Kindle Edition
Explore your book, then jump right back to where you left off with Page Flip.
View high quality images that let you zoom in to take a closer look.
Enjoy features only possible in digital – start reading right away, carry your library with you, adjust the font, create shareable notes and highlights, and more.
Discover additional details about the events, people, and places in your book, with Wikipedia integration.
Ask Alexa to read your book with Audible integration or text-to-speech.
Enter your mobile number or email address below and we'll send you a link to download the free Kindle App. Then you can start reading Kindle books on your smartphone, tablet, or computer - no Kindle device required.
To get the free app, enter your mobile phone number.
More items to explore
About the Author
From the Back Cover
"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 --This text refers to the hardcover edition.
Would you like to tell us about a lower price?
There was a problem filtering reviews right now. Please try again later.
This book will not only give you better tactics and strategy on how to pitch ideas, products, or services, but it will (or at least with me it has) change the way you think. I find myself thinking about and looking for frames. Listening to others, I catch myself thinking how I would have framed their dialogue. I'm constantly looking for beta traps and thinking how to get around them...and this is when I'm NOT trying to pitch anything. I also quite enjoy playfully re-framing some of my boss's comments to put him a bit back on his heels.
This really is an outstanding book. It's well written. It offers tips and strategies along with anecdotes to show how it's applied. It's not very difficult concept to learn and employ, but it's not as easy as the author makes it out to be (but then again doesn't success require work and effort?). I'm very pleased with the amount of knowledge I've gained and been able to implement within a short period of time.
Pitching is essential to leadership in all aspects of life – motivating others to act, gaining traction for an idea, raising capital, landing the job or promotion you seek, raising children, and reaching consensus on key issues with your spouse.
Pitching for me is integral to my work which is creating new companies in health care. Primary tasks include developing a core value proposition, creating a team – executive team, board of directors, advisors – and raising capital. I know the value of effective pitching firsthand and have had many great teachers – Charan, Gallo, Duarte, Weissman – who have helped me shape my pitching style. I can now add Oren Klaff and his “Pitch Anything” to the list. Klaff who is the Director of Capital Markets at Intersection Capital has written a gem of a book on pitching.
“Pitch Anything” from my point of view is a must-have for novices and those seeking to improve their “pitching method.” Its’ subtitle, “An Innovative Method for Presenting, Persuading, and Winning the Deal,” describes perfectly what you will gain from this book.
I have learned in my work with start-ups that many entrepreneurs and inventors build their pitch around what they want their audience to know, rather than what the audience needs to make a decision. There is a big disconnect between the way the pitch is given and the way it is received by the “target”. Entrepreneurs and inventors have incredible knowledge about their subject and make the most important points clearly, but despite being well organized and passionate, their pitch is not convincing and they lose an opportunity. First impressions are lasting.
The book begins with an overview of Klaff’s preferred and proven six-step method for pitching, STRONG.
1. Set the frame
2. Tell the story
3. Reveal the intrigue
4. Offer the prize
5. Nail the hook point
6. Get the deal
He has used this six step method to raise tens of millions of dollars for his clients.
He continues with two excellent chapters on the importance of frame control (who owns the frame/power) and of status. Understanding and managing these contextual issues will influence the receptivity of your audience.
' Frame control - Everyone brings a frame to his or her social encounters. Only one frame will dominate and it will crowd out the weaker frame. This happens below the surface in every business meeting, every sales call and in every person-to person business communication. If your frame wins, you will enjoy frame control.
' Status - How others view you is critical to your ability to establish the dominant frame, and then to hold onto power you gained after taking control. Status is not earned by being polite. It is not earned through small talk. Neither according to Klaff will serve you well as they only reduce your status. Klaff shows how to create situational status so you can positively alter the way people think about you.
Klaff then outlines a good pitch and uses a case study to underscore each of the keys to success. Several key takeaways include:
• Let the audience know how much time you will take to put the “target” at ease. Why? They do not know how long they are going to be stuck listening to a stranger. This will help in keeping their attention.
• Introduce your idea in one minute without details. The idea introduction pattern – “for _____(target customers who are dissatisfied with the current offerings in the market)…my _____is a _______(new idea or product category) that provides _______(key problem/solution features). Unlike _______(the competing product), my idea/product is ______(describe key features).” Then let them in on the “secret sauce” and the budget.
• Make sure they know that the most important deliverable is you.
• Use frame-stacking and hot cognitions (a whole chapter is dedicated to this) to lead them to a positive decision. Most major decisions are not made by cold cognitive processes such as evaluation analysis, but instead by hot cognition. Data is generally used to justify decisions only after the fact.
This is only a snapshot of what Klatch describes. You will find much more detail with ‘how to” guides that are extremely helpful in crafting and delivering a successful pitch.
Another key subject area that is covered in the book is ‘neediness’. Pitching or selling does not come without rejection no matter how skilled you are in the art form. The disturbing thing about rejection is that you really never get used to it. It’s natural and unavoidable to become disappointed when you get a “no”. You are human. If you let it, though, it will lead to validation-seeking behavior which is the number one deal killer.
Klaff provides several key sources of neediness that come from within. We fall into validation-seeking behaviors when:
1. We want something that only the target can give us
2. We need cooperation from the target and can’t get it
3. We firmly believe that the target can make us feel good by accepting our pitch
4. The target seems uninterested in our pitch, begins to withdraw, or shift his or her attention to something else.
The formula for thwarting this deal-killing behavior follows the rules of Tao:
1. I want nothing – eliminate your desires
2. Focus only on the things you do well – be excellent in the presence of others
3. Announce your intention to leave the social encounter – withdraw at crucial moment when they are expecting you to come after them.
Success here will make them come after you.
Those who pitch MUST consider that the brain has limited focus and capacity. For most, 90% of the message will be discarded. “Pitch Anything” provides a guide to pitching so you can get and keep the attention needed to own the room, drive emotions, and “hook ‘em” to the conclusion you seek.
We all think we can make presentations and people will receive them based our calm and analytical approach. This has been proven false! The audience's first reaction is pure instinct and there is nothing you can do about that. Once you are aware of this you will change your message accordingly.
He also delivers tips on how to handle so called beta-traps from your opponent: letting you wait in the lobby, saying they don’t have much time for you, interrupting during a presentation, etc. The situations he describes are very recognizable to most of us and I'd like to memorize this book for those situations.
Top international reviews
The book is very well written and thus easy to read. It does pick up scientific concepts here and there but does not go into a lot of detail on those. If this is what you are looking for, then you should look for another book. This book is more focused on getting the point across and references research and personal experience along the way. The author does a great job at summarising main points and referring back to them throughout the book which makes it easy to follow and retain. It also helps to find the right spot to re-read paragraphs.
Main points are illustrated with stories from the author's life and he pauses every once in a while to highlight the points the example is referring to. The stories are interesting and helpful. They made me want to read "one more page" constantly.
If this review was helpful, please click the button below.
A prospect says he/she have only 10 minutes for you and you respond..
“No. I don’t work like that. There’s no sense in rescheduling unless we like each other and trust each other. I need to know, are you good to work with, can you keep appointments, and stick to a schedule?"
Seriously? I am going to say that to a CEO of fortune 500 company (target clients)?!
There are some interesting tips in the book but then there is the advice that would cause a resume/CV generating event!
Universal 1st principles versus common sense.
It not work around or substitute for having a good deal in the first place. Doesn't claim to be. It is an invaluable asset in making sure you have the tools to position your pitch for success.