Flip the Script: Getting People to Think Your Idea is Their Idea
This book will change the way you think about persuasion, and have you closing deals in no time.
These days, it’s just not enough to make a great pitch. Over decades of being marketed, pitched, sold (and lied) to, we’ve grown resistant to sales persuasion. The moment we feel pressured to buy, we pull away. And if we’re told what to think, our defences go up.
That’s why Oren Klaff, bestselling author of Pitch Anything, has devised a new approach to persuasion based on a simple insight: everyone trusts their own ideas. Instead of pushing your idea on your buyer, guide them to discover it on their own and they will get excited about it. They’ll buy in and feel good about the chance to work with you. In Flip the Script, Klaff breaks down this insight into a series of actionable steps.
You will learn how to:
*Achieve Status Alignment: Use a status tip-off, a strategically placed remark that identifies you as an insider who can relate to your client’s concerns.
*Close the Certainty Gap: Allay your buyer’s fears about going into business with you by delivering a flash roll, proving your expertise in the domain.
*Present Your Idea as Plain Vanilla: Don’t overhype your product as a first-of-its-kind solution. The more you emphasise the familiar, reliable elements of your product, the easier you make it for your buyer to say yes.
Packed with examples of the long-shot, often hilarious deals that Klaff has pulled off over the years, Flip the Script is the most entertaining, informative masterclass in dealmaking you’ll find anywhere. It will transform your approach to pitching, leaving you fully prepared to raise money, seal deals and keep your cool in the toughest business situations.
– DAYMOND JOHN, co-star of Shark Tank and author of The Power of Broke and Rise and Grind
“Oren Klaff is one of the most engaging writers in the business world today. Flip the Script is hugely entertaining–you’ll find yourself eagerly turning the pages, engrossed in Klaff’s remarkable tales of deal-making… then suddenly look up and realize he’s just taught you a whole new set of complex sales techniques, and somehow made it fun.”
– MATTHEW DIXON, coauthor of The Challenger Sale
“Oren Klaff should have been a spy. He could recruit and sell anyone. The stories in this book will keep you on the edge of your seat and show you how a true master of influence operates. In these pages, Oren shares the tradecraft you need to close any kind of deal.”
– JASON HANSON, former CIA Officer and author of Spy Secrets That Can Save Your Life
“Flip the Script is the rare book that shows you how to increase your influence, at work and at home. Oren Klaff’s methods are both intuitive and completely actionable. This book is loaded with real-world examples, some radical, some surprising, but all incredibly useful.”
– JONAH BERGER, author of Contagious
“Flip the Script is a riveting book. This critically important handbook of influence principles is culled and perfected from Oren Klaff’s remarkable career as an investment banker. Refreshing, insightful and above all, incredibly useful, this gives you the tools to create influence with integrity. It’s a great read.”
– PHIL JONES, author of Exactly What to Say
“When you pit your idea against your client’s idea, they’re likely to choose their own, even when yours is the better solution. In Flip the Script, you’ll get a master class in helping your client discover the advantages of your idea for themselves.”
– ANTHONY IANNARINO, author of Eat Their Lunch and The Lost Art of Closing –This text refers to the hardcover edition.
About the Author
Why You Need Inception
The truly rich in Russia are called oligarchs, a term that has come to mean control, power, and ruthlessness. And Viktor [last name redacted] definitely deserves the title. His luxurious office sits atop a high rise overlooking the Moscow River. Viktor sits behind a presidential desk, wearing a tourbillion watch that I recognize from a popular gear and gadgets website, list price $1 million. Every wall in this office is decorated with photos of oil rigs, factories, container ships, and cargo planes he presumably owns; over his desk is a massive and oddly beautiful painting of an oil refinery with a caption engraved in brass, novogrod #12. Viktor is heavyset, tall, and burly-in another life he might have been a rugby player. His smile isn’t a smile at all. The executives of all his companies fear him, and I fear him too.
Except it wasn’t.
With the Inception scripts, you never tell the buyer what you want them to do-you never pressure them for a yes. You let them tell you they want to buy. I looked Viktor in the eye and said, “I need to head out for another meeting across town.
And then I heard the magic words that come when you successfully take a buyer through the six steps of Inception. “I like this deal. We can work together, so thank you please, now stay,” he said thoughtfully, this time in very good English.