And to do this, you need to raise yourself up so that they think of you as an equal and listen to your pitch. “I’m not sure,” he replied. Remind them that this particular model has great value for money or tell them how this bike can also serve as a trekking bike in case they want to go on longer biking trips outside the city limits. (How can I trust you to give me a fair deal?). Flip the Script: Getting People to Think Your Idea Is Their Idea - Kindle edition by Klaff, Oren. Flip the script explores a new approach to persuasion. Big Idea #3: Frame your proposal in terms your clients are already familiar with. Flip the Script is a riveting book. Big Idea #5: Always be true to your own authentic self. If it’s a challenge or an opportunity for growth, explain how working together will help achieve those things. promotion. Let me flip the script for you: It’s pessimism, not optimism, that is the formula for success in sales. Of course, the only way she’ll be able to keep up with the competition is by purchasing your product. This is the classic transactional puzzle: In a given deal, how much financial risk should you accept? For example, if it’s financially beneficial for both of you, say so. Instead of trying to convince people to buy what you’re selling, his techniques will show you how to create an entirely different dynamic. In Flip the Script, Oren Klaff gives readers powerful tools that will help them get what they want. How Do You Build One? You may listen to someone who’s trying to sell you but the situation is always finely balanced. Then, describe it in detail using every technical term you know. contract. Instead of pushing your idea on your buyer, guide them to discover it on their own and they will get excited about it. The best way to start a deal is by assessing the problem casually. Oren is known as the go-to guy to get deals done when someone needs $10 million or $25 million for their startup business idea. For example, there are over 1,000 flavors of ice cream in the world and yet people still go for vanilla most of the time. After you grant the buyer full autonomy to think, do, and say anything that comes to mind, you can no longer control him. An approach based on a simple insight: everyone trusts their own ideas. What’s happening below the surface is that you and the architect are both seeking enough certainty to go ahead with the deal. Refreshing, insightful and above all, incredibly useful, this gives you the tools to create influence with integrity. You can script this portion of the deal and practice it until you’re comfortable with saying it out loud. Have too much to read? Read on if you’re interested in this level of persuasive ability. Salespeople often have a hard time with their clients. In sales, there are three pre-wired ideas: Why should I care? A game changing read.” A salesperson is talking to a potential buyer. And his podcast adds real-time context as the evolution of consumerism continues. Want to get smarter, faster? In his decades of pitching, presenting, and closing high-stakes deals, Oren Klaff has learned that people are sick of being sold to. It’s a great read.” Today, he narrates how he got into deal-making What pessimism actually does is provide an alternative point of view, and it’s one the buyer has to consider before making a purchase decision that sticks and doesn’t result in buyer’s remorse. Download "Flip the Script Book Summary, by Oren Klaff" as PDF. sale. Make people feel like the idea is coming from them and they will place more value on it, believe it more deeply, adopt it more quickly, and remember it more easily. In order to convince people of the value of your proposal, you’ll need to hit a sweet spot between new and old. When someone is high status or an expert in their field, use their own language against them. If you’re not technical, watch out for technical questions: Rapid-fire, penetrating questions like this are always bad news. However, when something is twice as good as what we currently have, then you’ve got our attention. Salespeople can influence their buyers’ perception of their social status. Tell your listeners that everything they rely on to thrive today will soon be gone—and it’s happening faster than they think. Well, it starts with establishing rapport with them. We used to rely on salespeople for help, but now we have the internet. Bolstered by the success of his first book Pitch Anything in 2011, Oren Klaff returns with his second book Flip The Script. To instill certainty, on the other hand, you need to prove that you are a complete, absolute, undisputed authority in your field. The tech will probably explain that it’s a new virus called Homestead. They want their product or service to revolutionize the world, just like everyone else. You can use this technique to convince clients that you’re their equal and worth listening to. An approach based on a simple insight: everyone trusts their own ideas. Whenever you receive new information, your brain goes through three distinct stages. Takeaways from Mark Zuckerberg: How to Build the Future (YC’s The Macro), The Best Things I Learned from Ashton Kutcher, Tech Investor, Best Summary + PDF: The Power of Habit, by Charles Duhigg, The Best Things I Learned from Sara Blakely, Spanx Founder, Best Summary + PDF: How Not to Die, by Michael Greger, Firefly Lane Book Summary, by Kristin Hannah, Braiding Sweetgrass Book Summary, by Robin Wall Kimmerer, The Song of Achilles Book Summary, by Madeline Miller, Interactive exercises that teach you to apply what you've learned. Everyone wants to be innovative and a leader. When it comes to our decision-making process, we don’t want to spend money on things that are only slightly better than what we already have. 3 – Introduce the one way your idea is novel and show why this novelty is good: And how it’s the same thing nearly everyone is doing (collaborating on projects in the cloud is the new normal). You are the expert, and your confidence will inspire others. Oren Klaff is a self-professed deal junkie and classic motorcycle … This is a classic Flash Roll—a linguistic fireworks display of pure technical mastery over a complex subject. The first step to achieving status alignment is getting your foot in the door. Overview; Big Idea #1: Establish your credibility quickly and unquestionably. – Practical sales tools to boost your performance immediately. You'll love my book summary product Shortform. Oren has stepped up once again to explain the mindset of today’s customers and how to best work with them to get your products into their hands. When boundaries are already in place ahead of time, or explained as the industry norm, we don’t question them. In doing so they will feel good about the chance to work with you. Even if you don’t watch crime procedurals, you’ve probably experienced a moment like this, when a solution to the problem you’re working on suddenly materialises in your mind. When a buyer says, “I need to think about it,” at the end of a presentation (a common response), it means they don’t have enough certainty and confidence to move forward. Grouping everything new and potentially scary about your deal into a single category and then telling the buyer that your deal is just like every other deal in your industry, except for one key aspect that’s totally new. In reality, higher price just means it’s more specialized for .. Once you’ve shown your buyer five or six things that can easily go wrong in his decision (starting with the obvious and moving to the less obvious), it’s time to shift into the positive actions he can take, so he feels he’s in control and is making informed choices. These days when we go make a purchase, especially a major one, we put in hours of research before even reaching the store. OREN KLAFF. Next, start to create boundaries that your buyer will not venture outside of, by highlighting the obvious ways to fail. They can be difficult to deal with since they are unpredictable and hard to read. What’s a Concierge MVP? You absolutely cannot be seeking validation or opinion of the buyer. That way the see you as on par. We need to focus on what everyone has in common: pre-wired ideas. Say that the industry as we know it is transforming, and you know how to operate successfully in this new playing field. Flip the Script. Oren’s first book Pitch Anything created a framework to help investors understand how to raise capital, and then gave them the tools to create their own pitch. When a new product offers us double the benefits of what we currently use, then we’re interested in buying it. Subscribe to get summaries of the best books I'm reading. The best way to answer this question is to show your expertise. Once you’ve identified the three things that your audience is already thinking about, then you can talk about what you have to offer. Once you’ve done that, hand the process over to your buyer. Whether it’s a sales pitch, a presentation, or just one of your sa… Acknowledge that they probably aren’t looking for a replacement. Sign up for a 5-day free trial here. Today, a mix of subtle visual and verbal cues help you instantly recognise the social status of people around you. To start, I’ll say something like, “I deal with this kind of thing all the time. About the Author. There is a new normal. Influence, and particularly Inception, is most effective when the person you are speaking to feels like he or she is on the same level of the hierarchy as you. Then he’ll spotlight some less obvious actions, things only someone who has done this sort of thing before would know. His theory of selling without selling is expertly explained in his new book, “Flip The Script”. When pitching an idea or opportunity to someone new, describe it like vanilla ice cream—something familiar that is exciting but also easy to understand and accept without being too risky or different from what they already know about you/your company/the industry etcetera. When introducing your idea later on, show how themed bars (like sports bars or arcades) are popular now. Then you show the buyer that what’s normal is shifting, and the one key, different thing is really popular today. Flip the Script Book Summary, by Oren Klaff, Why Don’t Students Like School Book Summary, by Daniel T. Willingham. Getting People to Think Your Idea is Their Idea. It’s popular because it’s reliable and can be dressed up any way you like. To end the Flash Roll, you can just shrug and say something like, “Anyway, based on what I’m seeing here… you should…. Use features like bookmarks, note taking and highlighting while reading Flip the Script: Getting People to Think Your Idea Is Their Idea. If you can direct your client’s concerns where you want them to go, then they will be less likely to object and more likely to buy. For instance, a bike salesman can focus on investing in the right bike for the customer’s immediate needs, then upgrading later once she becomes comfortable with it. Is the author of Pitch Anything, which has sold more than a million copies, which has given him the rare opportunity to see tens of thousands of pitches … In doing so they will feel good about the chance to work with you. Download it once and read it on your Kindle device, PC, phones or tablets. To succeed, you must Flip the Script and make them think they came up with a great solution on their own. Shortform: The World's Best Book Summaries, Shortform Blog: Free Guides and Excerpts of Books. If you loved pitch anything you will love this book as well. Another status alignment tip is to understand your counterpart on a cultural level and show that you understand them culturally. Demonstrate this by saying why you want to work with your client. Oren Klaff is a 2 time author and in his latest book Flip the Script is not only engaging but it is highly educational and super fun to read. This critically important handbook of influence principles is culled and perfected from Oren Klaff's remarkable career as an investment banker. With more than 1,000,000 copies in print worldwide, his first book, Pitch Anything, is required reading throughout Silicon Valley and Wall Street, and Oren has been featured in hundreds of periodicals, podcasts, and blogs. Video Summaries of Flip the Script; Full Summary of Flip the Script. None of us want to be told what to do. If your computer crashes, you take it to the shop and tell them what happened. In other words, why are people seemingly preprogrammed to present their ideas as new and different? Flip the Script; Getting People to Think Your Idea Is Their Idea By: Oren Klaff Narrated by: Oren Klaff ... What listeners say about Pitch Anything by Oren Klaff - Book Summary. Let me try and help.”. A game changing read." It's a great read It can infect computers even if they’re updated with the latest antivirus software. Rule of Thumb – The more important a decision is, the more likely it is to be made based on conservative criteria. The reason? Look to provide context for what is happening in the industry—the specific undercover forces that most people didn’t know much about—that way you can further cement your status as an industry thought leader. I'll send you notes on entrepreneurship and summaries of the best books I'm reading. The buyer seems interested in what the salesperson has to say, but he isn’t sure about buying. ), WHY YOU? Step 2: Tell them about the best features of the product. WHY SHOULD I CARE? You simply forbid an action in order to encourage it, creating a kind of universal — Do Not Push button that everyone wants to press. ‘In the family of ideas there are no orphans.’ John Yorke. Refreshing, insightful and, above all, incredibly useful, this book gives you the tools to create influence with integrity. A partner in a $200-million venture capital firm, he has advised executives at Google, Xerox, Cisco, and elsewhere. This way the buyers have felt like they have been heard and their objections dealt with. Oren Klaff is one of the world’s leading experts on sales, raising capital, and negotiation. Sales is changing and the ways buyers are making a purchase is shifting the way presentations are given. Tell readers what you thought by rating and reviewing this book. Flip the Script is a practical, step-by-step guide to exactly why and how it works, based both on recent scientific research and on Klaff’s own experience. Read the world’s #1 book summary of Flip the Script by Oren Klaff here. First, establish your credibility by stating that you have dealt with an issue hundreds of times before. He will tell you about his satisfied clients, boast about his product’s features, and break down the price to show how much value he is offering.