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Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal (Englisch) Gebundene Ausgabe – 7. März 2011
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Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.
According to Klaff, creating and presenting a great pitch isn't an art-it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.
Über den Autor und weitere Mitwirkende
Oren Klaff is Director of Capital Markets for the investment bank Intersection Capital, where he raises tens of millions of dollars from investors and institutions. Intersection Capital has grown to $250 million of assets under management by using Klaffs pioneering approaches to raising capital and incorporating neuroscience into its capital markets programs. He is a specialist in financial modeling and the codeveloper of Velocity, a capital markets product that has raised more than $100 million of private equity and venture capital.
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First of all: I really enjoyed reading this book.
In his book Oren Klaff delivers a new approach towards sales and towards winning a deal. Overall I think his book is not only valuable for people who are in sales or who do a lot of pitching, but rather for everybody who has some sort of social interaction with business partners, colleagues etc. – so generally speaking for everybody.
Oren does a very good job in explaining his approach using situations out of his business life. This makes it easy for the reader to transform his approach and ideas towards situations the reader might have encountered himself. He tries to create a holistic concept, which unfortunately sometimes is not fully consistent or maybe not fully applicable for everybody. In my opinion this is however not a problem at all. There are so many good parts to his concept, that every reader can check him/ herself which part of his concept is working in which real life business situation. I think that every reader can pull out some good advices and ideas from this book.
What I liked most about the book is, that finally somebody understood how sales and pitching in the 2010’s is working and that there is another way then doing the often preached Glengarry Glen Ross meets Chet Holmes style hard selling which simply wears out people and doesn’t delivery any true substantial long term success.
This book is for everybody who likes an innovative approach towards winning any deal. 100% worth reading!
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The book is very well written and thus easy to read. It does pick up scientific concepts here and there but does not go into a lot of detail on those. If this is what you are looking for, then you should look for another book. This book is more focused on getting the point across and references research and personal experience along the way. The author does a great job at summarising main points and referring back to them throughout the book which makes it easy to follow and retain. It also helps to find the right spot to re-read paragraphs.
Main points are illustrated with stories from the author's life and he pauses every once in a while to highlight the points the example is referring to. The stories are interesting and helpful. They made me want to read "one more page" constantly.
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A prospect says he/she have only 10 minutes for you and you respond..
“No. I don’t work like that. There’s no sense in rescheduling unless we like each other and trust each other. I need to know, are you good to work with, can you keep appointments, and stick to a schedule?"
Seriously? I am going to say that to a CEO of fortune 500 company (target clients)?!
There are some interesting tips in the book but then there is the advice that would cause a resume/CV generating event!
Universal 1st principles versus common sense.
It not work around or substitute for having a good deal in the first place. Doesn't claim to be. It is an invaluable asset in making sure you have the tools to position your pitch for success.