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Pitch anything : an innovative method for presenting, persuading and winning the deal /
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.
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
New York, N.Y. :
McGraw-Hill Education LLC,
©2011.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- A. Dedication
- B. About the author
- 1. The method
- I am not a natural
- The need for a new method
- Dealing with the crocodile brain
- What comes next
- 2. Frame control
- Frame-based business
- Own the frame, win the game
- The power frame
- The prize frame
- The avocado farmer's money
- The time frame
- The intrigue frame
- The prizing frame: reloaded
- Prizing 201: avoiding the mistakes
- 3. Status
- The french waiter
- Alpha and beta
- Elevating your social status
- 4. Pitching your big idea
- Pitching the big idea
- Phase 1: introduce yourself and the big idea
- The "why now?" frame
- Introducing the big idea
- Phase 2: explain the budget and secret sauce
- Get their attention
- Tension
- The heart of the pitch
- Phase 3: offer the deal
- 5. Frame stacking and hot cognitions
- Phase 4: frame stacking and hot cognitions
- How to stack frames
- Reality is waiting to be framed
- 6. Eradicating neediness
- Four pitches, no room for mistakes
- Why it's important to eradicate neediness
- Counteract your validation-seeking behaviors
- The final pitch
- 7. Case study: the airport deal
- A monster deal
- Greenberg goes to borrego springs
- Preparing the big pitch
- Anatomy of a pitch
- The presentation
- The competition strikes back
- The hour of judgment
- 8. Get in the game
- Getting started.