Most presentations begin the wrong way, so it’s little wonder why so few end well. Too often, the thing we wanted (investment capital, sales contract, a deal) seems just out of reach. Are we are own worst enemies? It might be the case. Becuase when we get that feeling a prospect’s attention is fading, we make poor choices. Typically, this is when entrepreneurs and salespeople of all types rush to offer more product information, a bigger price incentive, or a new feature, function or benefit. Turns out, giving the wrong information at the wrong time tells customers that you are needy, desperate (or even lazy,) which, of course, triggers discount-seeking behavior.
Novice, bunny-slope salespeople talk about features, then offer a discount and try to close. But a pitch master starts by framing the conversation within a Big Idea, which demonstrates his expertise, supports the high status he has created for himself, commands his prospect’s full attention and sets the stage for sharing relevant product information in the right order: where each element is introduced correctly -- at a time when it will support a buying decision.
The bestseller Pitch Anything propelled Oren Klaff into national recognition, and he is approached by fans daily in the street, while driving to work or riding the elevator, adding to the tens of thousands of “thank you, this stuff really works!” emails. He often keynotes Wall Street events, and recently replaced Richard Branson as the keynote event for Entrepreneur.com and is a regular invite to hundreds of online podcasts.
Today, Pitch Anything is taught universities and colleges, is the unofficial training manual for many Wall Street investment banks to include JP Morgan and Bank of America, and has a passionate and dedicated following amongst most of Silicon Valley start-ups, many of Manhattan’s investment firms and over a million entrepreneurs around the world.Join Report
From August 12, 2017 9:00 am to 12:30 pm Save to calendar