Be in charge, no matter what.
“Tension is what holds people’s attention.”-Oren Klaff
The Cheat Sheet:
- Why rapport-building doesn’t work.
- The power of scarcity in any scenario.
- What do you need to convince people?
- How long is the average human attention span?
- What’s the power frame and why does it matter?
- And so much more…
Have you ever wondered how someone shifts the power of a situation into their own hands? Do you find yourself feeling like you’re the low man on the totem pole in any (or maybe every) area of your life? Even if you answered no to both of those questions, you’ll want to hear this episode with Oren Klaff author of Pitch Anything.
Oren helps people sell companies for a living. And not just any company, we’re talking deals in $200 million range. Think that’s not relevant to you? It is. High stakes, pressure-filled situations like the ones he’s in magnify the buying behaviors in all of us. Whether you’re asking a girl out, requesting a raise or pitching for funding for your latest business, you’ll want to know what he knows. Listen in for all of that and so much more on episode 347 of The Art of Charm.
More About This Show:
On this episode with Oren Klaff he dispels a few myths about the buyer behavioral process. For example, do you think you need to build repoire with the person you’re selling to? Nope, a waste of time and energy according to Oren. If you position yourself as the expert and authority on your service or product, and create a scarcity mentality in the buyer’s mind you’re well on your way.
Let’s look at how to raise your position to being a leader and an expert. Now bear in mind as we do this it’ll be in a sales-type example, but if that doesn’t apply to your job then reframe it to fit an area of your life where you do want better results (ie your relationships, your dating life).
First off don’t go into lengthy introductions at the beginning of your presentation. Your audience doesn’t need to know about that mega-deal you did last year, they need to know your name and what you do currently. Keep the introductions brief, then get everyone’s agreement to go full throttle into the presentation and discussion. When you do that, you’re holding their attention.
During your presentation keep it to 20 minutes or shorter, that is the absolute longest human beings can pay attention to anything in this type of setting. A person’s attention span will not go longer than 20 minutes if you don’t have their full buy in, such as in a sales setting.
During those twenty minutes you’ll be able to frame what you have to offer them, you’ll be showing them why what you have is the best and why you are the expert. This is your chance to elevate your status with them and also make them feel comfortable in the buying process. As the clock winds down you will raise the stakes and create scarcity in their minds about working with you and your product or service. Oren gives specific wording on how to do this.
At the heart of creating scarcity is this idea: what you have and what you provide expertise in is SO great that if your buyer doesn’t get it, they will be diminished in some way. You must know that, believe it and feel it internally before you can create scarcity and tension during your pitch.
On the topic of tension, Oren says this isn’t something to avoid the way many of us do. Tension is what lets people know the stakes are high in this scenario. If you’re talking to someone and there’s no tension, they obviously don’t value the topic you’re talking about.
If you’re pitching something to them, they don’t see the value in what you’re pitching and they don’t care if they get it or not. Without tension, the situation has no value. Naturally the amount of tension should be higher or lower depending on the scenario!
Oren and I go into greater detail on how to pitch anything and each of the above-mentioned topics on today’s show. Even if you aren’t in sales in your job or your business you’re going to want to hear what he has to say, it’s all pretty darn valuable. Let’s thank Oren for joining us and thank you for being here. We’ll see you next time.
THANKS OREN KLAFF!
Resources from this episode:
Pitch Anything, Oren Klaff’s latest book
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