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

Oren Klaff
4.5 out of 5 stars  See all reviews (19 customer reviews)
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Book Description

1 Mar 2011

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.”

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 inPitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

Frequently Bought Together

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal + Perfect Pitch: The Art of Selling Ideas and Winning New Business (Adweek Books)
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Product details

  • Hardcover: 240 pages
  • Publisher: McGraw-Hill Professional (1 Mar 2011)
  • Language: English
  • ISBN-10: 0071752854
  • ISBN-13: 978-0071752855
  • Product Dimensions: 23.3 x 16.2 x 2.7 cm
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (19 customer reviews)
  • Amazon Bestsellers Rank: 67,099 in Books (See Top 100 in Books)
  • See Complete Table of Contents

More About the Author

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Product Description

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.

Inside This Book (Learn More)
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Front Cover | Copyright | Table of Contents | Excerpt | Index
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Customer Reviews

Most Helpful Customer Reviews
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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2 of 2 people found the following review helpful
5.0 out of 5 stars Status Anxiety 24 July 2013
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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6 of 8 people found the following review helpful
4.0 out of 5 stars Enlightening and Entertaining 30 Mar 2011
Last week I was approached by McGraw-Hill to review Pitch Anything by Oren Klaff and I keenly accepted the offer. Having finished the book last night I'm happy to report this is one of the more interesting AND entertaining business books that I've read.

In Pitch Anything Oren introduces his S.T.R.O.N.G theory to teach us why our pitches are failing, how to reach out to the inner brain and offer our audiences what they really want. He provides many techniques in how to avoid the obvious traps that put us at a disadvantage and he uses personal examples to help us understand. He confirms one of my popular beliefs that brevity is king, he points out the obvious (numbers are dull) and suggests how we can cause desire from our pitches.

The book is relatively short at 200 pages, which is a blessing and a curse. I dislike long, heavy business texts, preferring books like Pitch Anything that focus in on one business element. However, early in the book Oren states that his methods could be used far beyond multi-million dollar business pitches, but they're never discussed in this book. I would like to have had a few less personal stories about obtaining missing millions of dollars and more information on how the every-man could use Oren's technique to pitch a pay rise, or how to effectively position yourself in large group meetings. This book would then become relative to a much wider audience.

The highest accolade I can give this book is that I WANT to recommend it to others, but I WON'T, as I don't want them using these techniques against me!
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Most Recent Customer Reviews
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 2 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 3 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 6 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 9 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 9 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 10 months ago by A. Searle
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 12 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 12 months ago by Rick
5.0 out of 5 stars An interesting approach, but not for the faint hearted
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... Read more
Published 12 months ago by J
5.0 out of 5 stars Reveals the hidden
Can't wait to trial these techniques in my next pitch - it feels like it's mastering self-defense for other people's agendas!
Published 13 months ago by Malcolm Kelly
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