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Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal: An Innovative Method for Presenting, Persuading, and Winning the Deal
 
 

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal: An Innovative Method for Presenting, Persuading, and Winning the Deal [Kindle Edition]

Oren Klaff
4.5 out of 5 stars  See all reviews (27 customer reviews)

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Product Description

Product Description

Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book

“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

About the Book:

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.

Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:

Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision

One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.

Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

About the Author

Oren Klaff is Director of Capital Markets for the investment bank Intersection Capital, where he raises tens of millions of dollars from investors and institutions. Intersection Capital has grown to $250 million of assets under management by using Klaff’s pioneering approaches to raising capital and incorporating neuroscience into its capital markets programs. He is a specialist in financial modeling and the codeveloper of Velocity, a capital markets product that has raised more than $100 million of private equity and venture capital.


Product details

  • Format: Kindle Edition
  • File Size: 578 KB
  • Print Length: 241 pages
  • Simultaneous Device Usage: Up to 4 simultaneous devices, per publisher limits
  • Publisher: McGraw-Hill; 1 edition (16 Feb 2011)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B004H4XL7E
  • Text-to-Speech: Enabled
  • X-Ray:
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (27 customer reviews)
  • Amazon Bestsellers Rank: #89,532 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
4 of 4 people found the following review helpful
5.0 out of 5 stars Status Anxiety 24 July 2013
By Charles Vasey TOP 500 REVIEWER VINE VOICE
Format:Hardcover|Verified Purchase
Lacking a class system America appears to have re-invented one based on status and Oren Klaff treats it at length in his book on pitching. The author pitches investments to the Great and The Good (and the self-Important) of the American financial system, attempting to out-master the Masters of the Universe in the interests of getting the deal. This kind of selling has its own special features but contains enough of a general nature to be of value to someone in other selling environments.

As is often the case with the American business advice book, Oren is mesmerised by the wonderfulness of the rich and successful (he likes status even though it gives him a problem) and has saved himself from financial disaster and raised himself up to vast wealth by the strength of his own method. He is, in short, a bit of a bore. However, he has some valuable lessons for us if we keep awake during the self-adulation.

His key point (in terms of what seems to take the most time) is his concern that we pitch from a higher status point than the audience for the pitch. He describes very well indeed the methods by which buyers aim to put the pitcher in a lower social position (keeping them waiting, hiding them on small chairs behind massive desks). His analysis of the Walmart Pitch Hell is very very good. Oren tries to suggest methods whereby you can grasp back control of the meeting by the imposition of "frames". Many readers will find these methods highly challenging though they are second nature to we rude boys. You really do have to believe they are lucky to see you, you have to be prepared to walk away from badly structured meeting aimed to crash your pitch. But beware, if you engage in an alpha male pitch battle you must be prepared for fireworks and you will lose lots of pitches.
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1 of 1 people found the following review helpful
4.0 out of 5 stars Nuggets of gold wrapped in fluff 1 Jun 2014
Format:Hardcover
The ideas and framework proposed are top quality, and I have used them to great effect. I have personally combined them with the sales chapter from the <a href="http://www.amazon.co.uk/gp/product/0670919535/ref=as_li_ss_tl?ie=UTF8&camp=1634&creative=19450&creativeASIN=0670919535&linkCode=as2&tag=tomdavsblo-21>Personal MBA</a> to win major sales in a very short period of time.

There are some caveats; Klaff demonstrates his techniques in stories which use his techniques in far too obvious ways, and make the reader feel that they are being sold to. In doing so, Klaff comes across as a little needy - something he spends a chapter telling you not to do. In fact, his storytelling is overall quite weak, and pales compared to his strategic advice elsewhere.

Read the chapter about frame control, it's pure gold in every aspect of life. Read the pitching framework, it will transform your business. Be delicate on the status traits he recommends, unless you are working in an ultra-masculine and unusually competitive environment like finance, which Klaff comes from.

Overall, one of the better sales books and easily worth the price.
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8 of 9 people found the following review helpful
5.0 out of 5 stars Fun and Practical 18 Dec 2011
Format:Kindle Edition
I read this book in one day. Couldn't put it down. It is engaging, fun to read and practical. I found it viscerally satisfying and fulfilling.

If you've been involved in copywriting, advertising, or selling, you're already familiar with the adage "first aim for the heart, then go for the mind" or "people buy for emotional reasons and then justify their purchase rationally". The interesting information bits that Oren shares from neuroscience about how the brain processes incoming information fit like beautiful pieces of a puzzle.

Oren begins by pointing out how when we prepare pitches we are creating them in neocortex, whereas the listener is first processing the message through his reptilian or, as the Oren calls it, croc brain. While neocortex processes complex information and is involved in problem solving, the croc brain deals with the basics of survival. It just wants to know whether what we are facing is good for us, or a threat to us - should we eat it or mate with it.

Oren then delves into frames. A frame is a perspective from which you look at the situation. As you change the way you look at something, different solutions become possible and when you communicate with others, different frames enable you to engage people in different ways, from different positions. Oren explores power frames, time frames, analysis frames, intrigue frames, and morality frames. You learn how to play with frames - how to create or bust them, how to deframe and reframe them, and how to collide and stack them. The more skilled you become with flipping frames, the better you are able to create conditions that are conducive to obtaining your desired outcomes. Near the end of the book, Oren gives suggestions for practicing frame games so that you can become a frame master.
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1 of 1 people found the following review helpful
3.0 out of 5 stars Left Wanting 31 Jan 2014
By Shek
Format:Kindle Edition|Verified Purchase
An interesting read but it leaves you not sure of how to proceed. The methods taught might be effective for the author but he does not do a very good job of explaining how to do what he shares in a practical way. The teaching is mostly abstract with a small number of "unrelatable" examples that leaves you with a "closed door" feeling i.e. not sure of what these meetings actually look like and how they'd translate to your life.

The one thing I did learn is you have to be willing to take risks and try new things to provoke people into listening to you.

There are some good tips but you'll most likely feel as though you need to read more books on pitching.
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Most Recent Customer Reviews
5.0 out of 5 stars Very perceptive intelligent book which brings real results
Absolutely love this book, very intelligent and all the ideas I tested had tremendous success.
Published 1 month ago by LouiseG
4.0 out of 5 stars Not yet completed the book but some great info, really gets you to...
Not yet completed the book but some great info, really gets you to think different about sales and communication in general.
Published 1 month ago by Ray Vernon
5.0 out of 5 stars Five Stars
Awesome book. Has helped me to obtain a greater degree of sales success.
Published 2 months ago by Leon Kensington
5.0 out of 5 stars A NECESSITY FOR PITCHERS EVERYWHERE
All about the new science of 'neuro-finance/neuro-presenting' - truly out of this world. Should be reviewed in a scientific Journal it is SO good.
Published 3 months ago by Martina Keens-Betts
5.0 out of 5 stars The core ideas in this book are gold dust. There is some filler, but...
The core ideas in this book are gold dust. There is some filler, but it's still worth it.

Like so many business books, it tries to "brand" the methods - for... Read more
Published 4 months ago by Justin Keery
5.0 out of 5 stars Put simply : Buy This Book
I've read hundreds of business books. From how tos to biographies. This ranks right up there in my top 5 books. Read more
Published 5 months ago by OldTimer
3.0 out of 5 stars Comes Highly Recommended for would be entrepreneurs
Very informative on how to pitch ideas to stakeholders and all those who matter. Highly Recommended. Read more
Published 5 months ago by Nigel4Christ
5.0 out of 5 stars I need to Read this Again.
I still believe I need more guts in my life because I know that if I follow your approach, particularly with your discipline when it comes to preparation, I will have most of what... Read more
Published 9 months ago by E. Orobator
5.0 out of 5 stars Great Book
I challenge anyone who doesn't think so to try and pitch Oren their opinion. Really well thought out and well presented book.
Published 12 months ago by Ed
3.0 out of 5 stars A bit long winded
This is more directed at sales people which I am not. I thought it could have been condensed down quite a bit.
Published 15 months ago by David Hall
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