About the book
Over 13 years, Oren Klaff raised more than $400 million with his own pitching method, and here he sets it out for any business setting, from courting investors and winning new clients to asking for a raise. Klaff treats a strong pitch as a matter of science rather than art. He draws on findings from neuroeconomics to explain how the brain reaches decisions and reacts to a pitch, and he illustrates the method with stories of it in use. The core is his STRONG sequence: framing, story, intrigue, the prize, the hookpoint and the decision. His own summary of the approach is that a better method earns more money.
From The Future chief brand officer Jeff Gibbard said it changed his life, crediting its lessons on frame control for his gains in sales, public speaking and team management. Terminerinnerung founder Michael Herrmann called it a funny book on pitching and sales with ideas that echo Thinking, Fast and Slow.
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This book has 2 recommendations
Michael Herrmann (Founder/Terminerinnerung)
Great book on pitching, and more generally, sales. Funny too. Has some ideas very reminiscent of Thinking Fast and Slow.
Jeff Gibbard (Chief Brand Officer/From The Future)
This book single-handedly changed my life. BY learning the principles of "Frame Control" I have had much greater success in sales, public speaking, and in managing my team.
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Often recommended alongside
- How to Win Friends and Influence People by Dale Carnegie (2 shared recommenders)