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46 reviews for:
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
Oren Klaff
3.66 AVERAGE
46 reviews for:
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
Oren Klaff
3.66 AVERAGE
A few good points delivered like a bad America’s Got Talent audition.
There’s one specific paragraph from the egomaniac author that sums up the book pretty well. After winning a big airport deal he goes on to say:
“…for me the journey back from the desert was complete and my methods were validated. They weren’t just a personal collection of pitching notes stuffed in my notebooks, it wasn’t just thousands of index cards in my office, it wasn’t just a bunch of academic notions or theories and it wasn’t just a checklist of do-s and don’t-s. Much of the way that calculus is a system of solving math problem or that civil engineering is a system for building bridges, my strong method was now a system to get deals done.”
If the author wasn’t sure before then I guess this one win against *two* other contenders totally solidifies his assumptions and speculations into a scientific theory. Much like calculus. What a bunch of bullsh*t.
In fact, nearly all of the example stories that the book is based on are, while entertaining, spinned to prove the existance of his one true method. And I imagine in the Nordics, or anywhere where you’re not dealing with old-school alpha-male jack-ass executives, he would be laughed/thrown out of the room on many of these occasions.
I have to admit there are some very useful tips in the book (less is more with presentations, emotions play a strong role in attitudes and perception, stories increase impact, the structure of the pitch etc - hence the three stars), but the author’s overflowing self-confidence in proclaiming this to be a scientific universal method of winning every deal just makes this a though book to go through for anyone that knows a thing or two about persuasion techniques. Reminded me of [b:The Laws of Human Nature|39330937|The Laws of Human Nature|Robert Greene|https://i.gr-assets.com/images/S/compressed.photo.goodreads.com/books/1521561132l/39330937._SY75_.jpg|60958057] in that sense.
There’s one specific paragraph from the egomaniac author that sums up the book pretty well. After winning a big airport deal he goes on to say:
“…for me the journey back from the desert was complete and my methods were validated. They weren’t just a personal collection of pitching notes stuffed in my notebooks, it wasn’t just thousands of index cards in my office, it wasn’t just a bunch of academic notions or theories and it wasn’t just a checklist of do-s and don’t-s. Much of the way that calculus is a system of solving math problem or that civil engineering is a system for building bridges, my strong method was now a system to get deals done.”
If the author wasn’t sure before then I guess this one win against *two* other contenders totally solidifies his assumptions and speculations into a scientific theory. Much like calculus. What a bunch of bullsh*t.
In fact, nearly all of the example stories that the book is based on are, while entertaining, spinned to prove the existance of his one true method. And I imagine in the Nordics, or anywhere where you’re not dealing with old-school alpha-male jack-ass executives, he would be laughed/thrown out of the room on many of these occasions.
I have to admit there are some very useful tips in the book (less is more with presentations, emotions play a strong role in attitudes and perception, stories increase impact, the structure of the pitch etc - hence the three stars), but the author’s overflowing self-confidence in proclaiming this to be a scientific universal method of winning every deal just makes this a though book to go through for anyone that knows a thing or two about persuasion techniques. Reminded me of [b:The Laws of Human Nature|39330937|The Laws of Human Nature|Robert Greene|https://i.gr-assets.com/images/S/compressed.photo.goodreads.com/books/1521561132l/39330937._SY75_.jpg|60958057] in that sense.
I didn't really know what to expect from this book; it is a how-to book about making a presentation, giving a pitch and persuading someone to your point of view. Obviously, it is tilted toward sales people. And, it is not completely intuitive. For example, politeness during a presentation is NOT required. The first portion of the book is called "setting the frame", and a bit of defiance bordering on rudeness is needed. The book is full of examples, and they show just how far one should go in setting the frame.
The book is full of anecdotes and concrete examples. The second-to-last chapter describes the author's "airport deal" in detail. He shows how he beat the two stronger competitors, by going far beyond the numbers game. He comes out sounding very similar to the "Don Draper" character in "Mad Men". He demonstrates why, in this particular case, the project is much more that just making money--it is about history and legacy.
This book is short enough that you can read it in a couple of hours. If your business is selling to people, then this book is definitely for you. It is entertaining, and at times downright surprising.
The book is full of anecdotes and concrete examples. The second-to-last chapter describes the author's "airport deal" in detail. He shows how he beat the two stronger competitors, by going far beyond the numbers game. He comes out sounding very similar to the "Don Draper" character in "Mad Men". He demonstrates why, in this particular case, the project is much more that just making money--it is about history and legacy.
This book is short enough that you can read it in a couple of hours. If your business is selling to people, then this book is definitely for you. It is entertaining, and at times downright surprising.
Some valuable insights about human cognition are completely overwhelmed by the ego and the attitude of the author. His entire concept of dominating frames is not at all practical outside of the mostly white male VC culture in America. As such, it was pain to read because the author is so clearly into himself. What could have been a valuable book was entirely lost on me because I could not take the author seriously with his incessant bragging.
Three Things to Action from this Book
The original acronym STRONG method of pitching. Setting the frame, Telling the Story, Revealing the Intrigue, Offering the Prize, Nailing the Hookpoint and Getting a Decision. This is the exclusive method that is pitched to the reader. It’s also important to study Frames; when you own a Frame you’re in charge. For example if an audience member distracts your pitch with her Analytical Frame, you could break it with either a Suspense or Moral Authority frame. The important thing is to learn how to become a skilled frame buster and manipulator.
Read the story of the French waiter Benoit. It is a delightful and detailed description of how a person can claim ‘situational status’ using style, skill and flare to win the devotion of a group of strangers. During the course of a meal in a famous French Restaurant, Benoit effectively seizes Alpha position from the host (Klaff) before proceeding to efficiently woo and control all of Klaff’s guests. He flabbergasted and eventually won over the Klaff who admits no surprise that he eventually gave Benoit a very large tip. When you assume status in any social interaction, you feel it and so does your audience.
As well as deliberately Framing your Pitch, remember your information must be new, simple and non-threatening. It’s also important to establish your career status by giving your audience a couple of relevant, great earlier results. Never eat up time with too much information from your past. These are keys to soothing your audience’s ‘Croc-brain’ thus allowing your message to reach their Neo-cortex. When information is clear and non-threatening ‘Croc-brain’ feels safe. Learn the two essentials of getting the attention of any audience, by combining novelty and tension. Twenty minutes is your max.
The original acronym STRONG method of pitching. Setting the frame, Telling the Story, Revealing the Intrigue, Offering the Prize, Nailing the Hookpoint and Getting a Decision. This is the exclusive method that is pitched to the reader. It’s also important to study Frames; when you own a Frame you’re in charge. For example if an audience member distracts your pitch with her Analytical Frame, you could break it with either a Suspense or Moral Authority frame. The important thing is to learn how to become a skilled frame buster and manipulator.
Read the story of the French waiter Benoit. It is a delightful and detailed description of how a person can claim ‘situational status’ using style, skill and flare to win the devotion of a group of strangers. During the course of a meal in a famous French Restaurant, Benoit effectively seizes Alpha position from the host (Klaff) before proceeding to efficiently woo and control all of Klaff’s guests. He flabbergasted and eventually won over the Klaff who admits no surprise that he eventually gave Benoit a very large tip. When you assume status in any social interaction, you feel it and so does your audience.
As well as deliberately Framing your Pitch, remember your information must be new, simple and non-threatening. It’s also important to establish your career status by giving your audience a couple of relevant, great earlier results. Never eat up time with too much information from your past. These are keys to soothing your audience’s ‘Croc-brain’ thus allowing your message to reach their Neo-cortex. When information is clear and non-threatening ‘Croc-brain’ feels safe. Learn the two essentials of getting the attention of any audience, by combining novelty and tension. Twenty minutes is your max.
As "useful" books go, this one probably wouldn't make the list for me. I'm not in business, don't work in the world of corporate deals and boardrooms, and don't need to sell anything or convince anyone of anything at the moment. That said, however, I enjoyed this book very much; it was well-written and easy to read, and I could easily see it being very useful for anyone who *did* have to sell something. (If I ever start writing again and have to pitch a novel to an agent, I might have to re-read it.)