Pitch anything: an innovative method for presenting, persuading and winning the deal 9780071759762, 007175976X, 9780071752855, 0071752854
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his on
6,395 1,134 588KB
English Pages (225 pages) : illustrations, figures, tables Year 2011
Table of contents :
A. Dedication --
B. About the author --
1. The method --
I am not a natural --
The need for a new method --
Dealing with the crocodile brain --
What comes next --
2. Frame control --
Frame-based business --
Own the frame, win the game --
The power frame --
The prize frame --
The avocado farmer's money --
The time frame --
The intrigue frame --
The prizing frame: reloaded --
Prizing 201: avoiding the mistakes --
3. Status --
The french waiter --
Alpha and beta --
Elevating your social status --
4. Pitching your big idea --
Pitching the big idea --
Phase 1: introduce yourself and the big idea --
The "why now?" frame --
Introducing the big idea --
Phase 2: explain the budget and secret sauce --
Get their attention --
Tension --
The heart of the pitch --
Phase 3: offer the deal --
5. Frame stacking and hot cognitions --
Phase 4: frame stacking and hot cognitions --
How to stack frames --
Reality is waiting to be framed --
6. Eradicating neediness --
Four pitches, no room for mistakes --
Why it's important to eradicate neediness --
Counteract your validation-seeking behaviors --
The final pitch --
7. Case study: the airport deal --
A monster deal --
Greenberg goes to borrego springs --
Preparing the big pitch --
Anatomy of a pitch --
The presentation --
The competition strikes back --
The hour of judgment --
8. Get in the game --
Getting started.
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