Tell us more about why is it so important to plant the seed so that people see your idea as their idea.
This is important for consultants, our audience, to understand this. You talk in your book about how people’s brains are wired to resist other people’s ideas and it’s critical to present your idea in a way that they think it is theirs. In your new book Flip the Script the subtitle is, Getting People to think Your Idea is Their Idea. Even as stakes go up, it will become super important to find a way through that doesn’t ruin the deal.
That’s why Pitch Anything and Flip the Script are so important because they give you the correct pathway through any deal. When this meeting can change your career, your life, make your month gold, give you exposure and the money you need, a sale you need to get to the next level, to be something meaningful or whatever it is for you, when it becomes important, it triggers all kinds of behaviors you should not be doing. As the stakes go up, the danger goes up for you. You lose the ability to keep track of time. You become needy, say things you shouldn’t say, and get off-track. You do all kinds of things that don’t assist you in closing the deal. You’re scared, you’re nervous internally. When you are in a deal and the stakes are high for you, you feel like anything can happen. If they took that away, I will be on a bridge in the sky 18 inches from death with my family driving truck. If I did, it would for sure stop me.” It’s safe. I’m sitting here driving my G-Wagon with my family over the bridge staying in my lane, going in traffic 65 miles an hour and I go, “There’s no chance I’m going to hit that retaining wall. People jump off this bridge all the time, super sad. There’s this retaining wall concrete that it’s formidable and looks serious, but it doesn’t look like that big. Your way up high in the air and the battleships look tiny below you and there are these big guardrails. You look out the left window and Apollo was there waving. It goes over battleships your way up in the air. It’s different from these other bridges in cities. I was driving over the Coronado Bridge in San Diego. When I talk about stakes, I think about this. Nice to meet you.” When it matters, that’s when I step in. Why don’t you make these adjustments and come back in a week or two and pitch us again? They go, “No, that is not for us. When you go to Bank of America and you ask them for a construction loan of $5 million, they don’t say, “That sounds great. We’ll take it to the committee or I’ll take it to my partner and then we’ll give you an answer on whether we’ll go to the next step or it’s not for us.” When they say, “We want to hear what you have to say. Do you know paper salesman are calling? You’re not checking in. When the stakes are high and you have one bite at the apple and you’re going to a go-no-go meeting, it’s not sales. For some people, it’s $50,000 and for some, it’s $50 million. The differentiator is when the stakes are high and it matters. When people need $10 million, $25 million and $50 million, it’s different for everybody. Let’s start off with how did you get into deal-making. They come to you and helping to make sure that it’s a successful outcome for them and have a successful deal. You’re known as the go-to guy to get deals done when someone needs $10 million, $25 million for their startup, business, idea. Oren, you’re the author of Pitch Anything. I appreciate that short but warm welcome.
He also dives into the ideal script for consultants and the three W’s that people can start to use to overcome the guard that people put on. Oren is known as the go-to guy to get deals done when someone needs $10 million or $25 million for their startup business idea. Today, he narrates how he got into deal-making and the importance of presenting your idea in a way that people think it is theirs. In this episode, Oren Klaff, the author of the books Pitch Anything and Flip the Script, talks about the art of deal-making.
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