Oren Klaff is famous for his methodology and book called “Pitch Anything”. His work is centred on a new discipline called “neuroeconomics” – a combination of economics and the study of human decision-making. In this context, he has developed an entirely revolutionary method about pitching that has undermined our common beliefs. Oren Klaff claims that the customer isn’t always right, and – amazingly enough – that you are. One of his recommendations, which he calls the “Hot Cognition”, will change your way of pitching. It’s a method to capture your audience’s attention and effectively close the sale. He provides the following piece of advice to achieve this:

  • Use a story, maybe something dramatic, that makes your audience wonder what happens next (the “intrigue”)
  • Your prospect is not the prize, but you are. Instead of convincing your client why he must choose you, ask why you must choose him (the “pricing”)
  • Set deadlines for when your offer expires (the “timeframe”)

 

Learn more:

  • https://www.youtube.com/watch?v=W3XxIZVEXaw
  • http://pitchanything.com/
  • http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854