IF YOU’RE THE FRONT MAN, the guy who has to pitch the deals for your company – it may be time to improve your pitch. Capital is hard to come by (and valuations are down); the marketplace is more crowded than ever. And the world feels like it has far more risk in it than it did a decade ago.
With people’s attention splintered over a half dozen devices, the attention of your target is growing more and more scarce. If you can’t get and keep your target’s attention, then it doesn’t matter how well you present the information about your product or deal. And getting attention isn’t a technical or business skill, it’s a social skill.
Special guest speaker OREN KLAFF has used social methods to close $400M of large deals and financing, and has written about it in Pitch Anything.
PITCH ANYTHING is a fast-paced narrative packed with crystal clear examples illustrating the unique S.T.R.O.N.G. method, which takes advantage of how the brain really works in large deals, by Setting the Frame; Telling the Story; Revealing the Intrigue; Offering the Prize; Nailing the Hookpoint; and Getting a Decision. These are methods to get frame control, a way of making your perspective the dominant one in social encounters. Each of these tactics can get you closer to closing a deal. Used together, they give you complete control over the pitch process.
Using the S.T.R.O.N.G. Method, you’ll discover PITCH ANYTHING gives you a common vocabulary in identifying hurdles that might keep you from getting your next deal. You’ll learn how to read subtle (but obvious) shifts in power during meetings; how to own the room by creating what cognitive psychologists call local star-power and taking the alpha position; you’ll learn when to press forward and when to pause. Once you realize you have control over the agenda and the flow, you’ll get the high-status position, own the frame, get to the hookpoint. Then, closing is easy.Join Report
From June 16, 2012 10:30 am to 12:30 pm Save to calendar
Posted by Michelle Johiro
(310) 305 - 4100