Bestselling author of Pitch Anything, and sales master Oren Klaff uses his decades of pitching, presenting, and closing long-shot, high stakes deals to create a new playbook on persuasion in Flip the Script: Getting People to Think Your Idea is Their Idea.
No one likes being told what to think, but everyone trusts their own ideas. Rather than pushing your idea on the buyer, in this interview, Oren will show you how to guide them to discover it on their own. Then they’ll feel more confident and enthusiastic about working with you.
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.
In this interview, we uncover a series of actionable steps including:
- How to achieve Status Alignment: Make sure that your potential buyer or investor recognizes you as a peer on the dominance hierarchy by using a status tip-off, a strategically placed remark that identifies you as an insider who can relate to your client’s concerns
- Close the Certainty Gap: Lessen your buyer’s fears about going into business with you by delivering a flash roll, a practiced display of mastery that proves your expertise in the domain
- Present your idea as Plain Vanilla: Don’t go overboard trying to present your product as cutting-edge, first-of-its-kind solution. The more you emphasize the familiar, reliable elements of your product, showing that it’s just “plain vanilla”, the easier you make it for your buyer to say yes
The sales landscape has changed and it’s not enough to just make a great pitch. This conversation and Oren’s latest Flip the Script will equip you with the tools to stand out and close more deals.