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Pitch anything : an innovative method for presenting, persuading and winning the deal /

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Bibliographic Details
Main Author: Klaff, Oren (Author)
Corporate Author: McGraw-Hill Companies
Format: eBook
Language:English
Language Notes:In English.
Published: New York, N.Y. : McGraw-Hill Education, [2011]
Edition:First edition.
Series:McGraw-Hill's AccessEngineering.
Subjects:
Sales presentations.
Business presentations.
Persuasion (Psychology)
Business communication.
Electronic books.
Online Access:Connect to the full text of this electronic book
Table of Contents:
  • A. Dedication
  • B. About the author
  • 1. The method
  • I am not a natural
  • The need for a new method
  • Dealing with the crocodile brain
  • What comes next
  • 2. Frame control
  • Frame-based business
  • Own the frame, win the game
  • The power frame
  • The prize frame
  • The avocado farmer's money
  • The time frame
  • The intrigue frame
  • The prizing frame: reloaded
  • Prizing 201: avoiding the mistakes
  • 3. Status
  • The french waiter
  • Alpha and beta
  • Elevating your social status
  • 4. Pitching your big idea
  • Pitching the big idea
  • Phase 1: introduce yourself and the big idea
  • The "why now?" frame
  • Introducing the big idea
  • Phase 2: explain the budget and secret sauce
  • Get their attention
  • Tension
  • The heart of the pitch
  • Phase 3: offer the deal
  • 5. Frame stacking and hot cognitions
  • Phase 4: frame stacking and hot cognitions
  • How to stack frames
  • Reality is waiting to be framed
  • 6. Eradicating neediness
  • Four pitches, no room for mistakes
  • Why it's important to eradicate neediness
  • Counteract your validation-seeking behaviors
  • The final pitch
  • 7. Case study: the airport deal
  • A monster deal
  • Greenberg goes to borrego springs
  • Preparing the big pitch
  • Anatomy of a pitch
  • The presentation
  • The competition strikes back
  • The hour of judgment
  • 8. Get in the game
  • Getting started.