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A review by davidr
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
4.0
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.