McGraw-Hill's Most Important Business Book of 2013

book

Oren Klaff

After closing $400M in business, and doing 10,000 hours of research, we learned one thing:

At that crucial moment, when it's most important to be convincing, 9 times out of 10 times we are not. Our most important messages have a surprisingly low chance of getting through.

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A Better Method

These methods are new, unique, and as you will see, extremely powerful.

One truly great pitch can improve your career, make you a lot of money— and even change your life.

Your success is dependent on the method you use, not how hard you try.

Better method, more money. And a much better method, much more money.

Pitch Anything is the best in the business because the method is much better than anyone else’s. And now it’s yours.


THE BIG IDEA

If you’re sitting across from the one person who can help you secure the biggest deal of your career, you have to know how to get and keep his attention. But chances are, instead of listening to you, he’s fiddling with his pen and acting like you’re wasting his valuable time.

Your next move means the difference between getting the deal or going home empty handed. These are high-stakes situations and if you know how to get control when this happens, you’ll have a big advantage.

IT’S 2012. THERE ISN’T AN EXECUTIVE IN AMERICA THAT HASN’T REALIZED: TYPICAL SALES TACTICS WILL NOT CLOSE THE BIG DEAL.

Sales “techniques” were created for people who are struggling to do business from a subordinated or low-status position. The sad fact is, sales methods are typically ineffective and usually end up offending people instead of promoting pleasant, mutually beneficial business.

Consider this for a moment – if you have to cajole and browbeat customers into making rapid purchase decisions, really, what kind of success is that? What many business people miss is this: when you fail to control the social frame, you probably have already lost the deal. All you can do then is fight for survival by fast talking, spin selling, trial closing, and a myriad of equally ineffective and annoying tactics that signal to the customer that you are needy and desperate—and defeated.

IF YOU’RE THE FRONT MAN, THE GUY WHO HAS TO PITCH THE DEAL, YOU HAVE TO RISE TO A NEW LEVEL.

Financially, businesses are focusing on efficiency and shaving costs wherever possible; optimism is down; capital is hard to come by; the marketplace is more crowded than ever. And the world feels like it has far more risk in it than it did a decade ago.

Socially, with people’s attention splintered over a half dozen devices, and the speed of life increasing, the attention of your target is growing more and more scarce. If you can’t get and keep your target’s attention, then it doesn’t matter how well you present the information about your product or deal. And getting attention isn’t a technical or business skill, it’s a social skill.

OREN KLAFF HAS USED THESE METHODS TO CLOSE OVER $400 MILLION.

PITCH ANYTHING is a fast-paced narrative packed with crystal clear examples illustrating the unique S.T.R.O.N.G. method, which takes advantage of how the brain really works by Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; and Getting a Decision. These are methods to get frame control, a way of making your perspective the dominant one in social encounters. Each of these tactics can get you closer to closing a deal. Used together, they give you complete control over the pitch process.

Using the S.T.R.O.N.G. Method, you’ll discover PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. You’ll learn how to read subtle (but obvious) shifts in power during meetings; you’ll learn how to own the room by creating local star-power and capture the alpha position; you’ll learn when to press forward and when to pause. Once you realize you have control over the agenda and the flow, you’ll always stay composed, get the high-status position, own the frame, get to the hookpoint. Then, closing is easy.

Jay Goyal Jay Goyal CEO, SumOpti

“A counter-intuitive method that works.”

Joe Sullivan Joe Sullivan Founder, Flextronics

“Fast, fun, and immensely practical.”

The S.T.R.O.N.G Method

Learn to

Set the Frame

Effectively

Tell the Story

How To

Reveal the Intrigue

When to

Offer the Prize

Exactly how to

Nail the Hookpoint

With Zero Extra Effort

Get the Deal

“(Klaff) offers a new method that will differentiate you from the rest of the pack.”Jason Jones, Senior Vice President,
Jones Lang Lasalle

What You’ll Learn

  • 1
    Why weaving intrigue into your pitch will lure your audience in every single time.
  • 2
    Why and when you should push back on your target after luring them in.
  • 3
    Why the alpha status holds the most power, and when you should grab this coveted position.
  • 4
    Why you’re guaranteed to lose the deal by meeting your target in a public space.
  • 5
    The key triggers for getting someone’s attention, every time— and so much more.
Book

All This And More…

#1 on Amazon for Sales and Selling, and Presentations

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Rodney Mason Rodney Mason Advertising Age, CMO, Moosylvania

“Pitch Anything is time well spent for anyone responsible for the art of persuasion. Mr. Klaff’s perspective is fresh, digestible and leaves you wanting more.”

Andrew Warner Andrew Warner Founder, Mixergy

“Oren’s persuasion techniques are so powerful that his book, Pitch Anything, belongs on the bookshelf next to Cialdini’s Influence and Strauss’ The Game.”

Josh Whitford Josh Whitford Founder, Echelon Media

“Move over Neil Strauss and Game Theory. Pitch Anything reveals the next big thing in social dynamics: The Game for Business.”

Ralph Cram Ralph Cram Investor

“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.”

Louie Ucciferri Louie Ucciferri President, Regent Capital Group

“Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.”

Steven Waldman Steven Waldman Principal and Founder, Spectrum Capital

“If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.”