Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal | 誠品線上

Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

內容簡介

內容簡介 【為什麼Google、LinkedIn、波音、高通、迪士尼都找他合作？】商務溝通的遊戲規則早已改寫，現在是買家取悅賣家的時代！ 提案、簡報、勸敗、推銷、比稿…… 我們天天都在用Pitch，卻用錯了還不自知── 掌握「必取＝Pitch」心法 快速切中要點，開口就是主角，「鉤住」全球一流企業主的心 無須卑躬屈膝、不必看人臉色，讓客戶主動找上你 成交率9成以上！ ★日本第一企管顧問大師、《菁英就是閱讀控》作者神田昌典盛讚：「本書可說是百年，甚至是五百年來難得一見的經典之作！ 」 ★美國亞馬遜書店「2014年最重要商業書」 ★ Business Insider評選「創業者募資前必讀的11本書」 ★加州大學洛杉磯分校安德森商學院 MBA必讀個案分析 ★作者客戶遍及全球，包括Google、Yahoo!、高通、花旗、波音、本田、山葉、LinkedIn、Hershey’s、迪士尼、萬豪酒店、德州儀器等一流企業 Pitch適用於各種商務溝通場合，包括提案、簡報、募資、說服、推銷、推廣、勸敗、兜售、簡報、比稿等。 本書打破我們習以為常、卻早已落伍的常識，提供一擊必取（勝）的王牌心法與步驟，獨家揭露作者與全球頂尖企業菁英交手的成功案例，讓你從此不必追著錢跑，而是錢必須追著你跑。 作者也說，「懂得我的方法，就像玩一場輸不了的遊戲，你與客戶都會樂在其中。」 ◆ 每個客戶都像難纏的鱷魚，提案用錯方法，有說就跟沒說一樣 →聽眾接收訊息用的是情緒化又不靈光的「鱷魚腦」，懂得製造張力十足的頓點，吊人胃口，見好就收。 ◆光是努力還不夠，「驚奇力」才不會背叛你 →高級法國餐廳侍者是最好的老師！做出意外卻不討人厭的舉動，創造風靡全場的「當下明星魅力」，瞬間從B咖變A咖。 ◆ 介紹自己、產品或構想，1個段落解決，5分鐘內結束 →套用作者獨門公式，再難的事，都能用對方懂的語言，說進他們心坎裡。 ◆別當纏人精！作者新解老子《道德經》：無欲功成身退 →死纏爛打的推銷注定失敗，聚焦自身最大優點，簡報結束瀟灑離開，客戶就會主動來追你。 ▌本書重點 ▌ ◎ 「必取＝Pitch」6大心法＝1萬小時試誤校準╳2小時隨學隨用 ■建構框架 ■說好故事 ■吊人胃口 ■提供大獎 ■引人上鉤 ■達成交易 ►►►任何客戶都不脫3大類框架，只要學會「4大反制框架╳20分鐘提案簡報術」，客戶就會主動掏錢投資、上門談合作 人人都有自己的「框架」（用來包裝自身影響、權威、實力、資訊和地位的工具），無論提案會議、業務拜訪等商務溝通場合，框架都在彼此碰撞、弱肉強食，最後唯有一個框架會勝出。 真正厲害的話術並非按部就班，而是要不斷吸引他人的注意力。因此，你必須「支配框架」主導全場、祭出「誘因」、激發「渴望」，並快速找到「上鉤點」，讓你的聽眾心甘情願買單。 ◎獨家披露作者與全球一流企業高層交手案例，從思維、技巧到創意，全面講解 想在全球眾多競爭對手中脫穎而出，死纏爛打、卑躬屈膝等方法早該淘汰了！面對客戶，請做出「驚奇而不討人厭」的舉動，同時拿出「找我來算你們幸運」的態度。 案例 在會議桌上擺著一只資料夾，上頭標示著「機密文件——約翰．史密斯」。對方伸手想拿時，你抓著資料夾說：「不行，時候未到。到了才能給你。」 →在小地方拒絕對方、引起好奇心，「吊足胃口」，同時展現「這場會議由我作主」的態度 案例 約好的提案時間已到，握有決定權的「大人物」卻請助理告知無法出席或要遲到一小時 你的回應：「難道是要我延後一小時才開始嗎？我可以給你們十五分鐘處理這件事。但如果十五分鐘後還是無法開始提案，今天就到此為止吧。」 →面帶微笑，態度溫和但堅決，讓對方知道：「這是我的提案，一切按照我安排的時間表。我的提案只說給有決定權的人聽。」 案例 當你搭機飛到某地做完一場價值五百萬美元的提案，與會客戶卻從頭到尾冷眼以對，不發一語，一個問題都不問。 作者解方：一邊淡定地說「各位，既然你們沒有問題要問我，那我就把企畫書收回來了。」一邊沿著會議桌逐一收回客戶手中的企畫書。 →製造讓對方不得不正眼看你的「小衝突」與「壓迫感」，先將人際互動「升溫」才能打破僵局，創造雙向溝通機會。本中文書介出自《為什麼Google、LinkedIn、波音、高通、迪士尼都找他合作》商業周刊出版-----------------------------------------------------------------------------------------------------------------------------------Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book“Fast, fun and immensely practical.”―JOE SULLIVAN, Founder, Flextronics“Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.”―JOSH WHITFORD, Founder, Echelon Media“What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.”―RALPH CRAM, Investor“Pitch Anything offers a new method that will differentiate you from the rest of the pack.”―JASON JONES, Senior Vice President, Jones Lang LaSalle“If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.”―STEVEN WALDMAN, Principal and Founder, Spectrum Capital“Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.”―LOUIE UCCIFERRI, President, Regent Capital Group“I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.”―TAYLOR GARRETT, Vice President, White Cap“A counter-intuitive method that works.”―JAY GOYAL, CEO, SumOptiAbout the Book:When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million―and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation.Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.According to Klaff, creating and presenting a great pitch isn’t an art―it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process.Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately:Setting the FrameTelling the StoryRevealing the IntrigueOffering the PrizeNailing the HookpointGetting a DecisionOne truly great pitch can improve your career, make you a lot of money―and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours.Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience―and you’ll have more funding and support than you ever thought possible.

作者介紹

作者介紹 Oren Klaff is Director of Capital Markets for the investment bank Intersection Capital, where he raises tens of millions of dollars from investors and institutions. Intersection Capital has grown to $250 million of assets under management by using Klaff's pioneering approaches to raising capital and incorporating neuroscience into its capital markets programs. He is a specialist in financial modeling and the codeveloper of Velocity, a capital markets product that has raised more than $100 million of private equity and venture capital.

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