Critical Book Review: Pitch Anything by Oren Klaff
In business and especially in sales, people are looking for the magic words to "close the sale.
" Oren Klaff.
in his book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, does not have any magic words, but he does provide the reader with a 20 minute process template that should take average ho-hum boring presentations and turn them into dynamic, engaging interchanges.
Beyond his acronym for STRONG (Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint and Getting a Decision, his book is laced with essential neuroscience facts about the primitive to the neocortex brains.
This is one area of knowledge that should not be ignored by crazy busy sales people or anybody who wants to be more successful in persuading others.
Even though I do not have Klaff's experience with multi-billion dollar deals, his words only confirm what I know to be true about the sales process and more so the buying decision process.
In the first paragraph, Klaff provides 76 words to summarize his book.
Having been an educator and instructional designer of training materials and curriculum, the author brings an honest dialogue as to how people receive and digest information.
Also he connects neuroscience with economics and discusses neurofinance.
This connection allows him to pitch anything with far greater success.
What salesperson would not like to have that advantage? The continual reference to the Crocodile Brain (primitive brain) helps to further understand how this first brain is a two-edge sword.
Then the simple explanation about the Mid-brain and Neocortex explains how all three brains work simultaneously together and independently.
By weaving his own personal experiences provides a rich context of examples.
The reader is taken step by step through this 20 minute process where he or she can learn how to pitch anything with much greater success.
Another gem is his discussion about building rapport and how this is truly old school.
Beyond the four sections or phrases within a successful pitch, another gem is the three market forces pattern of trendcasting.
Then the discussion of frame stacking and hot cognition is like the whip cream on a hot fudge sundae.
This book is not only invaluable to sales people, but to anyone who is having trouble in having their messages received such as speakers, teachers and even parents and truly wants to be the Red jacket in the sea of gray suits.
" Oren Klaff.
in his book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, does not have any magic words, but he does provide the reader with a 20 minute process template that should take average ho-hum boring presentations and turn them into dynamic, engaging interchanges.
Beyond his acronym for STRONG (Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint and Getting a Decision, his book is laced with essential neuroscience facts about the primitive to the neocortex brains.
This is one area of knowledge that should not be ignored by crazy busy sales people or anybody who wants to be more successful in persuading others.
Even though I do not have Klaff's experience with multi-billion dollar deals, his words only confirm what I know to be true about the sales process and more so the buying decision process.
- People buy from people they know and trust.
- People buy first on emotion and then justify that decision with logic.
- People buy on value unique to them.
In the first paragraph, Klaff provides 76 words to summarize his book.
Having been an educator and instructional designer of training materials and curriculum, the author brings an honest dialogue as to how people receive and digest information.
Also he connects neuroscience with economics and discusses neurofinance.
This connection allows him to pitch anything with far greater success.
What salesperson would not like to have that advantage? The continual reference to the Crocodile Brain (primitive brain) helps to further understand how this first brain is a two-edge sword.
Then the simple explanation about the Mid-brain and Neocortex explains how all three brains work simultaneously together and independently.
By weaving his own personal experiences provides a rich context of examples.
The reader is taken step by step through this 20 minute process where he or she can learn how to pitch anything with much greater success.
Another gem is his discussion about building rapport and how this is truly old school.
Beyond the four sections or phrases within a successful pitch, another gem is the three market forces pattern of trendcasting.
Then the discussion of frame stacking and hot cognition is like the whip cream on a hot fudge sundae.
This book is not only invaluable to sales people, but to anyone who is having trouble in having their messages received such as speakers, teachers and even parents and truly wants to be the Red jacket in the sea of gray suits.