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Flip the Script : Getting People to Think Your Idea is Their Idea - Oren Klaff

Flip the Script

Getting People to Think Your Idea is Their Idea

Paperback Published: 27th August 2019
ISBN: 9780349418865
Number Of Pages: 256

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In this much anticipated follow up book to the cult hit, Pitch Anything , Oren outlines a powerful new strategy for closing sales: the art of making prospects think that your idea is really their idea.

This book will change the way you think about persuasion, and have you closing deals in no time. These days, it's just not enough to make a great pitch. Over decades of being marketed, pitched, sold (and lied) to, we've grown resistant to sales persuasion. The moment we feel pressured to buy, we pull away. And if we're told what to think, our defences go up.

That's why Oren Klaff, bestselling author of Pitch Anything , has devised a new approach to persuasion based on a simple insight: everyone trusts their own ideas. Instead of pushing your idea on your buyer, guide them to discover it on their own and they will get excited about it. They'll buy in and feel good about the chance to work with you. In Flip the Script , Klaff breaks down this insight into a series of actionable steps. You will learn how to:

  • Achieve Status Alignment: Use 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: Allay your buyer's fears about going into business with you by delivering a flash roll, proving your expertise in the domain.
  • Present Your Idea as Plain Vanilla: Don't overhype your product as a first-of-its-kind solution. The more you emphasise the familiar, reliable elements of your product, the easier you make it for your buyer to say yes.
Packed with examples of the long-shot, often hilarious deals that Klaff has pulled off over the years, Flip the Script is the most entertaining, informative masterclass in dealmaking you'll find anywhere. It will transform your approach to pitching, leaving you fully prepared to raise money, seal deals and keep your cool in the toughest business situations.

About the Author

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. He has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts and blogs. He is an investment partner in a $200 million private equity investment fund and in his spare time is a motorcycle enthusiast.

Industry Reviews

Oren Klaff is one of the most engaging writers in the business world today. Flip the Script is hugely entertaining - you'll find yourself eagerly turning the pages, engrossed in Klaff's remarkable tales of dealmaking . . . then suddenly look up and realise he's just taught you a whole new set of complex sales techniques, and somehow made it fun

In Flip the Script Oren Klaff gives readers powerful tools that will help them get what they want. Instead of trying to convince people to buy what you're selling, his techniques will show you how to create an entirely different dynamic. A game-changing read

Oren Klaff should have been a spy. He could recruit and sell to anyone. The stories in this book will keep you on the edge of your seat and show you how a true master of influence operates. In these pages, Oren shares the tradecraft you need to close any kind of deal

Flip the Script is the rare book that shows you how to increase your influence at work and at home. Oren Klaff's methods are both intuitive and completely actionable. This book is loaded with real-world examples, some radical, some surprising, but all incredibly useful

Flip the Script is a riveting book. This critically important handbook of influence principles is culled and perfected from Oren Klaff's remarkable career as an investment banker. Refreshing, insightful and, above all, incredibly useful, this book gives you the tools to create influence with integrity. It's a great read

ISBN: 9780349418865
ISBN-10: 0349418861
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 256
Published: 27th August 2019
Publisher: Little, Brown Book Group
Country of Publication: GB
Dimensions (cm): 23.4 x 15.3  x 2.1
Weight (kg): 0.32
Edition Number: 1

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