- Small Business Trends - http://smallbiztrends.com -
Learn to “Pitch Anything” Through Persuasion and Presentation
Posted By Susan Payton On September 7, 2013 @ 9:00 am In Business Books | 6 Comments
Whether you want to admit it or not, as an entrepreneur, you’re in the business of sales. You’re constantly selling to customers, investors, even your employees, on the idea that your company is viable and your products worthy of being purchased.
That’s why the book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal  by Oren Klaff, is relevant to you.
Klaff knows a thing or two about how to pitch. As Director of Capital Markets for investment bank Intersection Capital, he’s got a long scorecard of helping businesses raise tens of millions of dollars from investors. He’s given and witnessed pitches. He has identified key strategies for helping anyone — whether you’re raising money or just trying to win over a client — give a more successful pitch.
Too many people, says Klaff, focus on talking too much about themselves, delivering endless pitches and generally ignoring what their audience wants to know.
In Pitch Anything, he talks about the “crocodile brain,” which is the primitive part of the brain your target uses to react to your pitch initially.
The croc brain is picky and a cognitive miser. Its primary interest is survival. It doesn’t like to do a lot of work and is high maintenance when it is forced to perform. It requires concrete evidence — presented simply in black and white — to make a decision. Minor points of differentiation don’t interest it. And this is the brain to which you are pitching.
Klaff provides strategies for appealing to this croc brain using the acronym STRONG:
You’ll have to read the book to learn more about each of these phases, but here are my big takeaways:
If you are a startup looking for investors, this book is heavily geared for you. I’m not seeking funding and I still learned plenty from this book.
If you’re like me and dread sales meetings and pitches, you’ll gain some great strategies in this book that you can put into play immediately.
Article printed from Small Business Trends: http://smallbiztrends.com
URL to article: http://smallbiztrends.com/2013/09/pitch-anything-persuasion-presentation.html
URLs in this post:
 Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal: http://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854