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Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Hardcover – February 16, 2011
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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 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
"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
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Top Customer Reviews
-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
-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.Read more ›
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.
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.Read more ›
Most Recent Customer Reviews
Required reading. I have the audiobook and the hardcover because this is life altering stuff. I mean it.
I already gave it away to at least 10 people. Read this.
This book has been great so far, it teaches you a lot towards framing as well as pitches. Throughout the book it has many areas to where you can take notes to better your sells.Published 1 day ago by Amazon Customer
The book was recommended to me by a friend. I found it quite unpleasant in the one-sided way it presents pitching as a power game. Read morePublished 3 days ago by GMbienlire
(my review of the Audible version)
Although Klaff knows how to pitch a compelling theory about pitching, I wish it didn't raise so many red flags. Read more
Fantastisk lydbog med mange inspirerende historier. Forfatteren gør meget ud af at fortælle om hans egne erfaringer hvilket fungere på en meget positiv måde.Published 7 days ago by Asger Mathiasen
Applies to business as well as girls. Framing, prizing, why do they make me write 20 words on this review? It was a good bookPublished 8 days ago by Daniel Verner
Great book for not only sales but also understanding human behavior to take control in just about any situation.Published 17 days ago by David