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Flip the Script by Oren Klaff
2020, book #26: “The 3 Ws that need to be conveyed to the buyer during any presentation: 1. Why should I care? 2. What’s in it for me? 3. Why you?” — Oren Klaff
Finished on April 23, 2020
Oren’s book Pitch Anything is one of my all-time favorites. I was quite excited to read the follow-up and continue to learn from Oren. This book was insightful and impactful. There were many key takeaways that stuck with me. In a negotiation, you want to be in control — even if the other person feels as if they are.
The talent stack is essential. People must be able to easily see the structure and easily align themselves with your talent stack.
Status alignment is essential for any deal and comes when you are in front of a decision-maker and you’ve either raised or lowered your status to perfectly match the decision maker’s view of himself. Oren makes sure to carefully staff each business deal with a talent stack that any other deal maker can recognize and easily plug into.
