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Synopsis
Oren Klaff, sales and negotiating expert and bestselling author of Pitch Anything , reveals new playbook on persuasion in business.No one likes being pressured into making a purchase. Over decades of being marketed, pitched, sold (and lied) to, we've all grown resistant to sales persuasion. The moment we feel pressured to buy, we pull away. And if we're told what to think, our defenses go up. These days, it's just not enough to make a great pitch. That's why Oren Klaff says it's time to throw out the old playbook on persuasion.Instead, in Flip the Script , he devises a new approach based on a simple everyone trusts their own ideas. Instead of pushing your idea on your buyer, if you can guide them to discover it on their own, they will believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you. Klaff breaks down this insight into a series of actionable steps, for - Achieve Status Make sure that your potential buyer or investor recognizes you as a peer on the dominance hierarchy by using 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 Allay your buyer's fears about going into business with you by delivering a flash roll, a practiced display of technical mastery that proves your expertise in the domain.- Present Your Idea as Plain You can go overboard trying to present your product as a cutting-edge, first-of-its-kind solution. The more you emphasize the familiar, reliable elements of your product, showing that it's just "plan vanilla," the easier you make it for your buyer to say yes.Packed with examples and stories of the long-shot, often hilarious deals that Klaff has pulled off over the years, from training a team of motorcycle parts salesmen in the freezing reaches of North Dakota, to selling investors on a Chinese marketplace in Hawaii, Flip the Script is the most entertaining, informative masterclass in dealmaking you'll find anywhere.
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- PublisherPiatkus Books
- Publication date2022
- ISBN 10 0349418853
- ISBN 13 9780349418858
- BindingPaperback
- LanguageEnglish
- Number of pages256
- Rating
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Flip the Script (Paperback)
Published by
Little, Brown Book Group, London, 2022
ISBN 10: 0349418853
ISBN 13: 9780349418858
New
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Paperback. Condition: new. Paperback. 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. 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. Shipping may be from multiple locations in the US or from the UK, depending on stock availability. Seller Inventory # 9780349418858
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Flip the Script: Getting People to Think Your Idea is Their Idea
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Flip the Script: Getting People to Think Your Idea is Their Idea
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Flip the Script: Getting People to Think Your Idea is Their Idea
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Flip the Script: Getting People to Think Your Idea is Their Idea
Published by
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ISBN 10: 0349418853
ISBN 13: 9780349418858
New
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