Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal (BUSINESS SKILLS AND DEVELOPMENT)

If you are looking for some help with presenting any sort of information to an audience with the idea of getting a response, this book is for you. The author explains how the brain works when processing information on the side of the information sender and the information receiver. He lays out the concept of framing and status and how everyone's perspective influences how your information or presentation is received. He provides various solutions on how to breach those perspectives to convey your point and achieve the desired outcome. The book is very well written and thus easy to read. It does pick up scientific concepts here and there but does not go into a lot of detail on those. If this is what you are looking for, then you should look for another book. This book is more focused on getting the point across and references research and personal experience along the way. The author does a great job at summarising main points and referring back to them throughout the book which makes it easy to follow and retain. It also helps to find the right spot to re-read paragraphs. Main points are illustrated with stories from the author's life and he pauses every once in a while to highlight the points the example is referring to. The stories are interesting and helpful. They made me want to read "one more page" constantly. If this review was helpful, please click the button below.

A succinct, concise breakdown of the psychology, behavioural principles and practices that enable you to learn and apply a consistent methodology to pitching and closing as opposed to out dated gimmicks, sale myths that permeate the business world. Universal 1st principles versus common sense. It not work around or substitute for having a good deal in the first place. Doesn't claim to be. It is an invaluable asset in making sure you have the tools to position your pitch for success.

A psychologist turned marketer recommended this book to me because of the way it links marketing back to the way our brains work and I read it with interest. The author raises finance from investors and institutions by pitching a business idea. The suggestion is that the method can be transferred over to B2B and B2C sales with great success but I'm not convinced. That may be because I have a built-in bias against pitch selling, preferring a much more consultative sales approach to trying to understand what the customer needs. Some of the ideas can be incorporated into a sales presentation with good effect and without being obviously manipulative. I was intrigued when I first read the book and looking at my copy, a significant amount is highlighted. They have however alerted me to a problem because when I've gone through them again, I remembered little from the first reading. The book brings many of the ideas I've encountered before like the reptilian brain, frame control etc but I haven't retained a key message or concepts. The method is based around the STRONG process: - Set the frame, - Tell the story, - Reveal the intrigue, - Offer the prize, - Nail the hookpoint, and - Get the deal. Whilst the author calls this "neurofinance", I'm a fan of taking lessons from neuroscience and psychology in general and applying them to marketing. Too often, sales and marketing clashes with the reptilian brain, called in this book the crocodile brain. This is the most primitive part of our thinking processes that kick in automatically and is designed to protect us from serious harm. It acts as a very strong filter to the more rational brain and gets bored quickly. I feel the method suggested requires a lot of self confidence that will suit extroverted people better than introverts. Are you ready for the battle to set your frame up against the people you are talking to, ready to crush them and take advantage? I had similar issues with Robert Ringer's book called "Winning Through Intimidation". At the moment I don't feel that I've got the best from this book and should find the time to go back to it when my mind is more receptive to the ideas. At the moment, I feel that the ideas are interesting but don't align with the real me. This is a book that I recommend because it will challenge some of your basic assumptions about the way you conduct business. About my book reviews - My goal is to help you to find the best business advice. I aim to be a tough reviewer because the main cost of a book is not the money to buy it but the time needed to read it and absorb the key messages. 4 stars means this is a good to very good book. I will respond to any comment you make about my review. Paul Simister, a business coach who helps business owners who are stuck, get unstuck.

Probably one of the most significant book that I have read on selling. Completely different approach from what we are use to and also empowering for yourself as a salesman and for your clients.

The core ideas in this book are gold dust. There is some filler, but it's still worth it. Like so many business books, it tries to "brand" the methods - for example "neurofinance" and "framing". If anything the use of this terminology detracts from the book a little. But it's still a 5-star business read. One of the core strategies was put to use successfully within 2 days of reading it. Worth reading a few times probably - highly recommended for business people who want to do deals.

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 what he shares in a practical way. The teaching is mostly abstract with a small number of "unrelatable" examples that leaves you with a "closed door" feeling i.e. not sure of what these meetings actually look like and how they'd translate to your life. The one thing I did learn is you have to be willing to take risks and try new things to provoke people into listening to you. There are some good tips but you'll most likely feel as though you need to read more books on pitching.

Ive just finished listening to this book for the 2nd time back to back. I found it thought provoking, packed full of insights and offers a new and compelling approach to presentations and pitches. On the whole I prefer books read by the author and Oren brings his material and concepts to life in a personal , entertaining and easy to listen to way. I appreciated the audio so much I bought the print copy after my first listen.

Enjoyed this book! Excellent distillation of classic pitch framework, but anchored in behavioural science—making it a compelling way to pitch.

Pitching is highly valued today. It is an ‘art form’ requiring knowledge of human nature, how the brain receives information, communication skills, courage and a lot of practice. Pitching is essential to leadership in all aspects of life – motivating others to act, gaining traction for an idea, raising capital, landing the job or promotion you seek, raising children, and reaching consensus on key issues with your spouse. Pitching for me is integral to my work which is creating new companies in health care. Primary tasks include developing a core value proposition, creating a team – executive team, board of directors, advisors – and raising capital. I know the value of effective pitching firsthand and have had many great teachers – Charan, Gallo, Duarte, Weissman – who have helped me shape my pitching style. I can now add Oren Klaff and his “Pitch Anything” to the list. Klaff who is the Director of Capital Markets at Intersection Capital has written a gem of a book on pitching. “Pitch Anything” from my point of view is a must-have for novices and those seeking to improve their “pitching method.” Its’ subtitle, “An Innovative Method for Presenting, Persuading, and Winning the Deal,” describes perfectly what you will gain from this book. I have learned in my work with start-ups that many entrepreneurs and inventors build their pitch around what they want their audience to know, rather than what the audience needs to make a decision. There is a big disconnect between the way the pitch is given and the way it is received by the “target”. Entrepreneurs and inventors have incredible knowledge about their subject and make the most important points clearly, but despite being well organized and passionate, their pitch is not convincing and they lose an opportunity. First impressions are lasting. The book begins with an overview of Klaff’s preferred and proven six-step method for pitching, STRONG. 1. Set the frame 2. Tell the story 3. Reveal the intrigue 4. Offer the prize 5. Nail the hook point 6. Get the deal He has used this six step method to raise tens of millions of dollars for his clients. He continues with two excellent chapters on the importance of frame control (who owns the frame/power) and of status. Understanding and managing these contextual issues will influence the receptivity of your audience. ' Frame control - Everyone brings a frame to his or her social encounters. Only one frame will dominate and it will crowd out the weaker frame. This happens below the surface in every business meeting, every sales call and in every person-to person business communication. If your frame wins, you will enjoy frame control. ' Status - How others view you is critical to your ability to establish the dominant frame, and then to hold onto power you gained after taking control. Status is not earned by being polite. It is not earned through small talk. Neither according to Klaff will serve you well as they only reduce your status. Klaff shows how to create situational status so you can positively alter the way people think about you. Klaff then outlines a good pitch and uses a case study to underscore each of the keys to success. Several key takeaways include: • Let the audience know how much time you will take to put the “target” at ease. Why? They do not know how long they are going to be stuck listening to a stranger. This will help in keeping their attention. • Introduce your idea in one minute without details. The idea introduction pattern – “for _____(target customers who are dissatisfied with the current offerings in the market)…my _____is a _______(new idea or product category) that provides _______(key problem/solution features). Unlike _______(the competing product), my idea/product is ______(describe key features).” Then let them in on the “secret sauce” and the budget. • Make sure they know that the most important deliverable is you. • Use frame-stacking and hot cognitions (a whole chapter is dedicated to this) to lead them to a positive decision. Most major decisions are not made by cold cognitive processes such as evaluation analysis, but instead by hot cognition. Data is generally used to justify decisions only after the fact. This is only a snapshot of what Klatch describes. You will find much more detail with ‘how to” guides that are extremely helpful in crafting and delivering a successful pitch. Another key subject area that is covered in the book is ‘neediness’. Pitching or selling does not come without rejection no matter how skilled you are in the art form. The disturbing thing about rejection is that you really never get used to it. It’s natural and unavoidable to become disappointed when you get a “no”. You are human. If you let it, though, it will lead to validation-seeking behavior which is the number one deal killer. Klaff provides several key sources of neediness that come from within. We fall into validation-seeking behaviors when: 1. We want something that only the target can give us 2. We need cooperation from the target and can’t get it 3. We firmly believe that the target can make us feel good by accepting our pitch 4. The target seems uninterested in our pitch, begins to withdraw, or shift his or her attention to something else. The formula for thwarting this deal-killing behavior follows the rules of Tao: 1. I want nothing – eliminate your desires 2. Focus only on the things you do well – be excellent in the presence of others 3. Announce your intention to leave the social encounter – withdraw at crucial moment when they are expecting you to come after them. Success here will make them come after you. Those who pitch MUST consider that the brain has limited focus and capacity. For most, 90% of the message will be discarded. “Pitch Anything” provides a guide to pitching so you can get and keep the attention needed to own the room, drive emotions, and “hook ‘em” to the conclusion you seek.

This book is a powerful pitch, itself. Once you start to read, you never can stop or take break. When I complete reading with landing after 6 hours flight, I became a "croc brain" negotiator instead of "one of those guy". Thank you Oren!

Estava muito ansioso por esse livro e chegou bem antes do previsto.

Das Buch habe ich eher per Zufall gekauft, weil mich der Titel angesprochen hat. Dann habe ich das angefangen zu lesen und innerhalb von 3 Tagen durchgearbeitet, nicht nur durchgelesen. Das Buch ist für viele wahrscheinlich zu schwierig zu lesen, weil es extrem viel Verbindungen, Verknüpfungen und Vorwissen benötigt. Das Buch von Oren Klaff hat extrem viel wertvolle Informationen, die aber im Buch verstreut sind und eine literarische Schnitzeljagd verlangen. Und wer das rockt, wird viele coole Aha-Momente erfahren.

El mejor libro de mi año hasta ahora