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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 (23 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 (26 Jan 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 (23 customer reviews)
  • Amazon Bestsellers Rank: #67,205 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

Most Helpful Customer Reviews
3 of 3 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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8 of 9 people found the following review helpful
5.0 out of 5 stars Fun and Practical 18 Dec 2011
By Laura De Giorgio TOP 1000 REVIEWER
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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3 of 4 people found the following review helpful
By J
Format:Kindle Edition|Verified Purchase
Oren provides some very interesting and (obviously) compelling approaches to the art of the pitch. I would say that you need alot of confidence to follow through on his advice and it does remind me of Mr Potter's One Upmanship. I have read it twice now and will eventually summon the courage to try it.
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3 of 4 people found the following review helpful
4.0 out of 5 stars Very intriguing 12 Oct 2011
Format:Hardcover|Verified Purchase
I bought this book following a recommendation by Ed Dale, a Australian Internet marketer . I really enjoyed it and there are a lot of great ideas to help shape your thinking Some of the recommended actions I felt needed to be taken with a pinch of salt but overall I'd say this is a valuable contribution to those looking to improve their business development skills.
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Format:Kindle Edition|Verified Purchase
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 example "neurofinance" and "framing". If anything the use of this terminology detracts from the book a little.

But it's still a 5-star business read. One of the core strategies was put to use successfully within 2 days of reading it. Worth reading a few times probably - highly recommended for business people who want to do deals.
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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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Most Recent Customer Reviews
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 2 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 2 months ago by Nigel4Christ
3.0 out of 5 stars Left Wanting
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... Read more
Published 5 months ago by Shek
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 6 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 8 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 11 months ago by David Hall
5.0 out of 5 stars Inspiring
I found this to be a very inspiring read - easily understandable by a complete novice when it comes to sales, too. Read more
Published 12 months ago by KarenD
2.0 out of 5 stars Do not expect any method from this book.
It really amazes me the number of people who give 5 star ratings for many books sold on Amazon.com and co.uk that clearly do not deserve 5 stars. This is one of them. Read more
Published 13 months ago by Amazon Customer
5.0 out of 5 stars Game changer
Every once in a while, you read a book that actually has an impact on your life. Something that changes your perspective on everyday situations and allows your mind to open up to a... Read more
Published 14 months ago by E. Tyson
5.0 out of 5 stars Fantastic
Pitching methods have changed in modern society so for those who want to keep up-to-date then this book is a must!
Published 14 months ago by Rick
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Popular Highlights

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&quote;
To instigate a power frame collision, use a mildly shocking but not unfriendly act to cause it. Use defiance and light humor. This captures attention and elevates your status by creating something called “local star power.” &quote;
Highlighted by 391 Kindle users
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First, you don’t want your message to trigger fear alarms. And second, you want to make sure it gets recognized as something positive, unexpected, and out of the ordinary—a pleasant novelty. &quote;
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Setting the frame Telling the story Revealing the intrigue Offering the prize Getting a decision &quote;
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