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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.
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
You've got a good idea. You know it could make a crucial difference for you, your organization, your community. You present it to the group, but get confounding questions, inane comments, and verbal bullets in return. Before you know what's happened, your idea is dead, shot down. You're furious
Meritocracy: the idea that people should be advanced according to their talents rather than their birth. While this initially seemed like a novel concept, by the end of the twentieth century it had become the world's ruling ideology. How did this happen, and why is meritocracy now under attack from
'Your only job is to help your players be better.' That single idea had a huge impact on Tony Dungy when he heard it from one of his earliest mentors, and it led him to develop the successful leadership style so admired by players and coaches throughout the NFL. Now, a storied career and a Super
The idea that the people have a right to shape political decisions through democratic means is widely accepted. The same cannot be said of the decisions that impact on our everyday economic life in the workplace and beyond. Andrew Cumbers shows why this is wrong, and why, in the context of the
An entrepreneur is someone who has a great, innovative idea that identifies the need for the creation of a new business, taking on the financial risk in the hope of profit and driving that business forward in a measured way. This book draws on the stories, experiences and words of iconic business
Get your idea off the ground.You've got a great idea that will increase revenue or boost productivity--but how do you get the buy-in you need to make it happen? By building a business case that clearly shows your idea's value. That's not always easy: Maybe you're not sure what kind of data your
Behind every programming language lies a vision of how programs should be built. The vision behind Clojure is of a radically simple language framework holding together a sophisticated collection of programming features. Learning Clojure involves much more than just learning the mechanics of the
Know how to use the features of Visual Studio 2019 and utilize the IDE correctly to become your one-stop solution for creating quality code. Learn what's new in VS 2019 and explore the existing features of Visual Studio so you can use them more efficiently. Getting Started with Visual Studio 2019
This book is written for anyone who has been inspired by the idea of Team-Based Learning (TBL) through his or her reading, a workshop, or a colleague's enthusiasm, and then asks the inevitable question: how do I start?Written by five authors who use TBL in their teaching and who are internationally
How should political power be divided within and among national peoples? Is the nineteenth-century theory of the sovereign and unitary State still fit for purpose in the twenty-first century? If not, can federalism provide a viable alternative model? This collection looks at federalism from the
This informative and easy-to-read book is the story of the people who battled over the meaning of the mysterious number - the scholars and mystics, the scientists and clergymen - who each tried to understand
Gather successful people from all walks of life -- what would they have in common? The way they think Now you can think as they do and revolutionize your work and life A Wall Street Journal bestseller, How Successful People Think is the perfect, compact read for today's fast-paced world
An evocative and well-documented refutation of the idea that overpopulation is at the root of our many environmental problems
The variety of people seduced by the idea of living, or at least holidaying, in a home on wheels is wide and all-encompassing; from retired couples to digital nomads, and from surfers living on an extreme budget to start-up professionals. Van Life celebrates every aspect of a home on wheels, with
God's very good idea is to have lots of different people enjoying loving him and loving each other. This stunningly illustrated journey from the garden of Eden to God's heavenly throne room shows how despite our sinfulness, everyone can be a part of God's very good idea through the saving work of
This is the story of one brilliant idea and the child who helps to bring it into the world. As the child's confidence grows, so does the idea itself. And then, one day, something amazing happens. This is a story for anyone, at any age, who's ever had an idea that seemed a little too big, too odd,
Winner of the Orange Prize for Fiction 2001, The Idea of Perfection is a witty and tender
Acclaimed animal expert and companion animal trainer Linda Tellington-Jones explains that the 'idea' of your dog that you hold within, the picture you have in your mind, has a great deal to do with how he ultimately behaves. Added to this 'perfect dog state of mind' is Linda's course in gentle
'Your thoughts create your life ' This is the message that Louise Hay has been teaching people throughout the world for more than 27 years. Now, children can learn and understand the powerful idea that they have control over their thoughts and words, and in turn, what happens in their life.Within
This book is full of essays which Arnold Schoenberg wrote on style and idea. He talks about the relationship to the text, new and outmoded music, composition in twelve tones, entertaining through composing, the relationship of heart and mind in music, evaluation of music, and other essays. Arnold
'The Gay Gospels' refutes the idea that the Bible is homophobic and makes visible the gay lives and validated homoerotic experience to be found in
The classic guide to cashing in on your million-dollar idea Whether you've invented a great new product, or you have an idea for an app, an online business, or a reality show, How to License Your Million Dollar Idea delivers the information you need to snag a great licensing deal. Now in its third