Pitch Anything March 16, 2011Posted by McGraw-Hill Education (Asia) in Management & Organization.
Tags: Business, convince, craft, deliver, idea, job, Klaff, manipulate, method, Neuroeconomics, persuade, present, product, promotion, proposal, S.T.R.O.N.G, sell, STRONG, technique, write
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million— and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation.
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.
Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:
Setting the Frame
Telling the Story
Revealing the Intrigue
Offering the Prize
Nailing the Hookpoint
Getting a Decision
One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use,not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.
Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.
PRAISE FOR THE PITCH ANYTHING:
“Fast, fun and immensely practical.”
—JOE SULLIVAN, Founder, Flextronics
“Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.”
—JOSH WHITFORD, Founder, Echelon Media
“What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.”
—RALPH CRAM, Investor
“Pitch Anything offers a new method that will differentiate you from the rest of the pack.”
—JASON JONES, Senior Vice President, Jones Lang LaSalle
“If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.”
—STEVEN WALDMAN, Principal and Founder, Spectrum Capital
“Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.”
—LOUIE UCCIFERRI, President, Regent Capital Group
“I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.”
—TAYLOR GARRETT, Vice President, White Cap
“A counter-intuitive method that works.”
—JAY GOYAL, CEO, SumOpti
About the Author
Oren Klaff, whose popular radio show Oren and the Triggerman is heard weekends on KABC in Los Angeles, is also the director of capital markets for Geyser Holdings, a California-based venture capital firm. Since 2006, Oren has pitched and raised more than $300 million from individual investors and banks such as Bear Stearns, Citigroup and Royal Bank of Scotland on behalf of Geyser Holdings, helping the firm quadruple in size. Two of his deals—a large one he did with the venture capital firm Enterprise Partners, and a small one with the State of North Dakota—are part of a case study in UCLA’s MBA Entrepreneur Program where Oren is an annual presenter. Oren lives in Beverly Hills.
Mixergy featured author Oren Klaff in a Skype interview effective pitching using persuasion techniques featured in the book. To watch, click HERE
Book Review on Investor Book Review.com
Blog Talk Radio’s Zane Safrit featured the book on the radio show about small business.which went live on June 30. To listen, click HERE
Tags: Agreements, closing, collaborate, customers, deal, Don Hutson, family, flexibility, frightened, George Lucas, job, members, negotiaphobia, Negotiator, neighbor, nervous, One Minute, plague, product, relationships, remedy, sales professional, solution, Step-by-Step, strike, The One Minute Negotiator, transactions, uncomfortable
The One Minute Negotiator
Simple Steps to Reach Better Agreements
Negotiation impacts every aspect of our lives, from the deals we strike on the job to our relationships with family members and neighbors, to the transactions we make as customers. Yet most people do anything they can to avoid negotiation — it makes them uncomfortable, nervous, even frightened. This plague of “negotiaphobia” is that The One Minute Negotiator will remedy.
Don Hutson and George Lucas use an engaging business parable to tell the story of a high-level sales professional who learns to master a simple yet profound approach to negotiations. Jay Baxter sells more than anyone else in his company, but his profit margins are slim. Instead of negotiating the best deal for the company, he’s giving too much away to get the sale. On a company-sponsored cruise he meets the One Minute Negotiator, who teaches him a three-step negotiating process that can be applied to any situation: closing a deal to get your product in a big-box retail store, getting the best loaner car while your car is in the shop, seeking a fair solution after a hotel messes up your reservation, settling on the price for your new home — in short, any transaction.
The key is flexibility. Most books on negotiation preach one of two gospels: thou shalt collaborate or thou shalt compete. Either everybody works together toward a common goal or the process is basically adversarial. The problem is no two negotiations are alike — one strategy cannot fit all. The One Minute Negotiator teaches you four potential strategies and shows how to choose the one best suited to the situation, your own inclinations, and the strategy being used by the other side.
Besides the obvious benefits, conquering negotiaphobia will reduce your stress level. You’ll never walk away thinking about what you should have asked for or might have gotten. Instead, with tools Hutson and Lucas provide you can confidently and consistently guide any negotiation to the best possible conclusion.
- The One Minute Negotiator #5 on the New York Times Bestseller advice/how to list, September 19, 2010. To view, please click HERE
- Book review on getAbstract.com. To read, please click HERE
About the Authors
Don Hutson, the Chairman and CEO of U.S. Learning and the Chairman of the Board of Executive Books, is an accomplished corporate speaker and trainer who works primarily with Fortune 1000 Companies. Don is the author of nine books, including The Sale and the New York Times No. 1 bestseller, The One Minute Entrepreneur, which he co-authored with Dr. Ken Blanchard. The Sale sold more than 75,000 copies, while The One Minute Entrepreneur has sold more than 125,000 copies and is schedule for a re-release this summer.
George H. Lucas, Ph.D., is a senior consultant and member of the board of directors for U.S. Learning, and has been a resource to organizations as a speaker, trainer, consultant, and field coach for more than twenty-five years. He regularly works with clients in North America, Asia-Pacific, Europe and the Middle East, Latin America, Australia, and Africa. George is author or co-author of several successful textbooks, and a co-author (with Don Hutson and Chris Crouch) of The Contented Achiever. He also co-authored, with Terri Murphy, a widely utilized CD-based learning resource: Negotiation — What You Don’t Know Can Cost You.
Organizing for Success March 12, 2010Posted by McGraw-Hill Education (Asia) in Highlights, Self-Improvement.
Tags: budget, Career, day, delegate, email, interruptions, job, kenneth Zeigler, lotus notes, manage, managing, master list, McGraw-Hill Education, meetings, month, monthly, multitask, multitasking, Organization, organize, organizing, panning, phone, plan, prioritize, prioritizing, priority, procrastinate, Procrastinating, productive, productivity, strategize, Strategy, tasks, telephone, time, time management, voice mail, week, workload
Organizing for Success
The “productivity guru” updates his renowned organizing and time-management program to help workers and managers stay on top of their game in an increasingly changing work environment.
Organizing for Success, Second Edition provides simple, remarkably effective time management technique to help reders get two extra productive hours out of every day. The book uses “The Master List” concept to show readers how to budget their time and energy by the day, week, and month.
You will learn how to quickly prioritize their goals, complete tasks on time and under budget, and even helps readers plan for the interruptions, urgent emails, and unexpected meetings that will inevitably attack their day. This new edition places heavier emphasis on technology, including advice on how to write, manage and file email more effectively; how to use Lotus Notes and Microsoft Office to streamline the day; and how to use devices like Blackberries and social media as assets and time-savers, rather than as distractions and time sinks.
Based on the time management principles Kenneth Ziegler developed and that have worked for corporations such as Hertz, Toys “R” Us, The Federal Reserve, The Comptroller of the Currency, Hormel, and Fidelity Investments, Organizing for Success Second Edition takes Ken Ziegler’s concept of “The Master List,” and shows readers how to budget their time and energy by the day, the week, and month. Far less complicated, much easier to use, and more effective than the program in Getting Things Done, The Master List shows readers how to quickly prioritize their goals, get done what needs to get done on time and under budget, and even helps readers plan for the interruptions, urgent emails and unexpected meetings that will inevitably attack their day.
New to the 2nd edition:
- More tips on creating a manageable Master List of things to get accomplished, the most popular question he’s received from his classes in the last five years. The book also features information on getting a downloadable version of a “Master List” from the author’s website.
- A more specific time-management plan for organizing a more effective day, week, and month at work.
- A new chapter on managing, controlling and writing email—a huge issue for people in today’s corporate environment.
- A new chapter specifically devoted to maintaining email files—the second most popular question asked at Ken’s seminars.
- New information on how to delegate tasks to people in their office—even if they have no seniority over them—to work more efficiently.
- Using Microsoft Office and Lotus Notes to manage time better.
- New information on making meetings more effective—even if you are not running them.
- A brand new chapter on making the new changes to your life stick!
About the Author
Kenneth Zeigler (Charlotte, NC) has been recognized as a time management expert since developing a time management system for Herz in 1997. The author of three books, he has been on the cover of Investor’s Business Daily and has published numerous articles on time management, productivity, and work / life balance for such newspapers as The Washington Post, NY Post, and Charlotte Observer. Over the years he has advised such clients as Hertz, Toys “R” Us, The Federal Reserve, The Comptroller of the Currency, Hormel, and Fidelity Investments.