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Pitch Anything: An Innovative Method for Presenting, Persuading, and…
by Oren Klaff
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Amazon.com Amazon.com Review (ISBN 0071752854, Hardcover)
Publication Date: January 26, 2011
Using the S.T.R.O.N.G. Method, you will discover that PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. You will learn how to read subtle (but obvious) shifts in power during meetings; how to own the room by creating local star-power and capture the alpha position; you will 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, and get to the hookpoint. Then, closing is easy.
After closing $400 million in business and doing 10,000 hours or research, we learned one thing:
AT THAT CRUCIAL MOMENT, when it is important to be convincing, 9 out of 10 times we are not. Our most important messages have a surprisingly low chance of getting through.PITCH ANYTHING HAS BEEN RANKED
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.
IF YOU’RE THE FRONT MAN, THE PERSON WHO HAS TO PITCH THE DEAL OR SELL SOMETHING, THEN TODAY YOU HAVE TO RISE TO A NEW LEVEL. Your marketplace is more crowded than ever. Socially, with people’s attention splintered over 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 become social skill.
Learn to set the frame Effectively tell the story How to reveal the intrigue When to nail the hookpoint Exactly how to nail the hookpoint With zero additional effort get the deal
(retrieved from Amazon Mon, 30 Sep 2013 13:22:19 -0400)
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