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

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4.09  ·  Rating details ·  8,255 ratings  ·  497 reviews
About 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 first 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 bu
...more
Hardcover, 225 pages
Published February 16th 2011 by McGraw-Hill Education (first published January 26th 2011)
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Average rating 4.09  · 
Rating details
 ·  8,255 ratings  ·  497 reviews


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Louis
Sep 06, 2012 rated it really liked it
I really liked Pitch Anything. and thought posting my notes here might be useful for some people. There's more detail in the book, but this will give you a good idea of what you're getting into.

Basics:
-Good pitching depends on method. It can be learned.
-Pitches are sent from the modern – and smart – part of the brain, the neocortex. But they are received by the old “croc brain.”
-This is not numbered based selling or being pushy. Both sides should leave happy and not feel like they were used
...more
Will Johnson
Dec 25, 2012 rated it did not like it
Shelves: personal-mba
To be honest, this book was nothing but the author bragging about how good he is at pitching companies for funding. All of his anecdotes surrounded his field of venture capitalism so this book doesn't generalize well to other fields.

The book is also poorly organized - in the beginning, Klaff makes mention of a system he uses but the book does not relate his advice back to the system he outlined for the reader.

The most annoying part for me was his take on "Frames" - i.e. the mental attitude / rol
...more
David
Oct 01, 2019 rated it really liked it
I didn't really know what to expect from this book; it is a how-to book about making a presentation, giving a pitch and persuading someone to your point of view. Obviously, it is tilted toward sales people. And, it is not completely intuitive. For example, politeness during a presentation is NOT required. The first portion of the book is called "setting the frame", and a bit of defiance bordering on rudeness is needed. The book is full of examples, and they show just how far one should go in set ...more
Mario Tomic
Jul 03, 2014 rated it it was amazing
This is the second time I read this book and it made a lot more sense then when I read it for the first time a year ago. I've been through a lot of books of sales and Pitch Anything is definitely one of the best. Even if you're not in sales I would highly recommend you to read this book, it will not be boring and the techniques presented in the book will help you understand the way people communicate on a much deeper level. Overall I'm glad I decided to read this book again and I'm sure it's not ...more
Anna Lundberg
May 30, 2014 rated it really liked it
Blog post!

When I was growing up, I was very stubborn. I used to get incredibly frustrated when someone didn’t understand what I was saying. When my dad said no (he was also stubborn) without even listening to my very logical rationale. When my sister wouldn’t lend me her dungarees. When my teacher told me off. I knew I was right, so why weren’t they convinced?

So much has been written about effective communication. There is the statistic that your words only account for 7% while tone of voice con
...more
Jesse
Jun 27, 2014 rated it it was ok
Oren Klaff is in desperate need of A) an editor, and B) whatever is the opposite of an ego boost. He's one of the most unlikeable authors I've ever read, and that's on top of the fact that he can't write.

That said, the book does indeed contain helpful concepts for people who find pitching difficult to master. He presents (made-up) terminology to help categorize different types of social dynamics during pitches, and then discusses how to thrive in each of them.

To bring this book up to even 4 star
...more
Gisela Hausmann
Jan 07, 2014 rated it liked it
Shelves: useful-nonfction
"Pitch Anything" is a highly entertaining read but does it deliver what it promises?... Not quite...

While the title "Pitch Anything" suggests that this is a book for everbody pitching anything, nothing could be further from the truth. I was expecting a system, which would be so good that it would teach how to pitch tooth picks or clay flower pots. Obviously there are sales people, who have to sell such items too. Or, how about pitching to your grandmother that she should leave a certain ring to
...more
sevdah
Dec 07, 2017 added it
The author of this almost insufferable book is the kind of guy that wants to impress the waiter at the restaurant by getting the most expensive wine on the list, and never realizes that the poor guy could not care less even if he specifically tried. The author is the kind of guy that, when asked "Can I help you" by a secretary, answers "I don't need help! Just tell me where the office of This and such is", because he thinks it makes him appear more powerful.

I mean. Wow. Some serious need to come
...more
Annie
Jun 17, 2019 rated it liked it  ·  review of another edition
I give this book 3.5 stars. The methods are for 'alpha dog' situations - have the stronger position and don't show weakness. This is probably common (and necessary) when pitching multi-million dollar deals to investors. However for some people, I imagine this a turnoff and these methods probably wouldn't work with individuals whose focus is on negotiation versus competition. The author recounts a time when he had a power struggle with a French waiter. The author was trying to impress his guests; ...more
Lololita
Aug 14, 2012 rated it did not like it
This book is so poorly organized it's hard to get through. It's more anecdotal than instructional. But most of all it's self-congratulatory. The author is a big fan of...the author.
Jurgen Appelo
Great stories and challenging insights, brought with a refreshing dose of cheeky arrogance.
Amy
Jan 07, 2014 rated it really liked it
Although i do a fair amount of pitching, I've never really listened to others' pitches or spent any time in sales training. Mr. Klaff's philosophy makes sense to me and helps me recognize some things I can do better in my pitch storylines, but it also makes me grateful that I work in nonprofit industries and operate within real and ongoing friendly relationships in my business.
One thing i found somewhat off-putting is that the author seems to position the human interest and altruistic pitch ele
...more
Ryzal Yusoff
Oct 13, 2016 rated it it was amazing
Shelves: favorites
Wow! This is my first impression that I had when I first started reading the book and also the same impression I being left with when I finished the book. First of all, this book by Oren Klaff isn’t about some old business cliches or conventional sales techniques. Instead, he explains the revolutionary way of pitching by the method/instrument/attitude/term called “Frame”.

These are the example of frames:
# Power-busting frame
# Time constraining frame
# Intrigue frame
# Prize frame

Most part of the b
...more
Etiene Dalcol
Nov 16, 2020 rated it did not like it
Dragged myself to finish. There are some really good insights in this book but the narrative is just unbearable. It is filled with pick up artistry jargon applied to the world of sales. Not only I have no interest in being "the alpha" or participate in ridiculous dick measuring contests, it is hard to absorb anything of substance from a perspective that thinks the world should revolve around them. One could say "this is just how pitching works", but that is wrong. I have read other great books o ...more
Jade
Feb 12, 2011 rated it really liked it
Recommends it for: Salespeople, Social Engineers, Sociologists
I won this book from Goodreads

Pitch Anything is not like any other book about pitching, selling or negotiating. Oren Klaff in this book outlines the basic core principles of human social interaction and how to analyze and take advantage of the basic instincts of other humans. It provides methods for tuning your language and information delivery to maximize impact by stirring peoples core emotions. Within the first few chapters I found myself analyzing my everyday social interactions and using
...more
Gloria
Feb 02, 2011 rated it it was ok

It was okay. I think many people will enjoy it because he works through the material with his own personal experiences.

Have to say that his referencing is pretty weak, and he is clearly influenced by many of the other current, hot writers (Gladwell, etc).

If you are not already familiar with the idea, the most valuable thing is his application of framing and his specific application of framing (and countering frames) when making a 20 minute pitch.

Book needs to be edited and reviewed by the publ
...more
Romeu Lourenço
Nov 19, 2018 rated it it was amazing
A must book for anyone looking to raise capital or wanting to learn more on how to pitch their products/service.

The concepts and techniques he talks about are not the salesy tricky techniques, he talks about macro and micro concepts that MATTER before and during the pitch.

Highly recommend!
Felly
I started it slowly but the narrative is built up after half of the book. I can see why this book is very popular for entrepreneur and businessman/woman. Oren has his own way and methods to make a perfect pitch with storytelling. It is a good theory for all of us but not for Oren who has done this for more 10 years.
Niels Mulder
Sep 30, 2016 rated it it was amazing
Oren Klaff did a great job on explaining how the human brain works, and thus, how people perceive your message. He delivers a framework on how to shape your message for your audience and how to be persuasive in your pitch. All based on research how your brain works. Although he has a background in finance it’s applicable for other industries. Start reading today and change how you pitch forever.

We all think we can make decisions based our calm and analytical approach. This is nonsense! Our first
...more
Alberto Quizon
Aug 06, 2015 rated it it was ok
A useful audiobook with some compelling presentation techniques. Once you ignore the terrible pop-science (hearing the phrase 'croc-brain' instead of 'reptilian brain' feels like nails on a chalk board every time he says it) it actually contains some great tools for pitching new ideas to clients. Unfortunately the badly interpreted neurology and psychology can be very distracting and really takes away from the credibility of the author. The author's professional experience would have been enough ...more
Benjamin Kuttner
Aug 10, 2015 rated it it was amazing
This book is the real deal. The author is a maverick deal maker who offers some sound advice which can help amateurs get deals done. In reading I did get a sense that this guy is a bit of an artist, some of what he does is so impromptu, ballsy and creative ordinary people pitching just wouldn't be able to pull it off. Despite this, us ordinary mortals can still take a lot away from this book. I really liked the crocodile brain part - you can see this occuring not only in deal making but in relat ...more
Boni Aditya
Oct 04, 2018 rated it really liked it
The author has taken something very important and has created a very good model or framework to get it right. Every single time, by analyzing how our brain perceives value! How to get through the croc brain and how to use frames and stack frames in the right order to awe the audience. The author was extremely specific about how these tools can be used to elevate local status power for a few minutes/hours among those with power and those with intellectual arrogance! How to use push and pull to tu ...more
Charles Eliot
Jul 18, 2019 rated it liked it
Oren Klaff tells us that the "frame control" approach to pitching he describes in Pitch Anything was motivated by his distaste for the earlier approaches that focused on putting maximum pressure on the person you're pitching to. But throughout Pitch Anything he uses violent and combative metaphors, like "crushing your target's frame". This dissonance is grating and distracting.

Here's my advice:

- The book is short, so read it quickly.
- Don't listen to the audio-book: you'll just be distracted by
...more
Jeremy
Feb 09, 2020 rated it liked it
So the author is quite smitten with himself, and whenever he ventured into science it was cringeworthy. If you can get past these aspects of the book, I think there is some useful information here. I don't give sales pitches per se, but I do give presentations periodically and am otherwise making pitches for my point of view on plenty of things. Some of what he says seems fairly obvious upon reading it, but I think I needed someone to lay out the case for me.

When giving a presentation, it is imp
...more
Lukas Rubikas
Oct 20, 2019 rated it it was amazing
It is the least applicable book in my bookcase because the guy pushes for multi-million dollar investments on a weekly bases.
But it's so damn good.
You can tell what he writes is true by the way he *writes* the book - it has an interesting premise (in his words, sets up the intrigue frame), makes it extremely easy to read (feeds directly into our croc brain without overwhelming us with numbers), it's easily a page-burner (has a hookpoint) and has a satisfying case study at the and as well as a bu
...more
Tarek Omran
Dec 01, 2018 rated it it was amazing
Recommends it for: Pitch Training
SUPER WELL WRITTEN! Amazing stories and lots of suspense. What do you expect when a professional story teller decides to write a book.

It is really interesting to understand how most of my sales pitch were actually working. My key takeaway was about raising your value:
-Eliminate your desires. It’s not necessary to want things. Sometimes you have to let them come to you.
- Be excellent in the presence of others. Show people the things that you are very good at.
- Withdraw. At a crucial moment, when
...more
Simon Eskildsen
Aug 23, 2015 rated it liked it
Pitch anything is a book on techniques for delivering killer pitches. The author averages out at raising 2 million per week on average, while the book transcends into the ego of the author too much here and there, the stories are mostly helpful and make for a storyline. The organization of the book isn't the most predictable, but this is also biased by the fact I listened to the audio book (although I took notes as I was listening).

Pitching matters. It matters how much they like you, and how you
...more
Tiago Soares
Feb 05, 2018 rated it it was amazing
I sell a product B2B and I was looking for a book that could help me to set up my presentation in a way that makes it enticing to the prospect.

This book definitely helped me with that, and I am now practicing my pitch based on the tips I got from here.

If somehow you are in a similar situation like me, I highly suggest you pick up this book.
Miha Rekar
Nov 25, 2018 rated it did not like it
This book is exactly what’s wrong with the world / business today. A ton of pop-science, hacking your way to success, total focus on sales, instead of delivery,… It’s the exact opposite of my world view defined by Dieter Rams: “less, but better”.

That said, I still recommend you read this. Not as a recipe book but as an antidote to people who come to you with this frame of mind.
Adrian Luben
Feb 18, 2018 rated it it was amazing
Excellent for pitch and also regular presentations!
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As Director of Capital Markets for investment bank Intersection Capital, www.intersectioncapital.com, Oren Klaff is responsible for managing the firm’s capital raising platform which includes both direct capital raising and deal syndication. Oren oversees business development and product development and is responsible for the firm’s flagship product, Velocity. He also sits on the investment commit ...more

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5 likes · 4 comments
“When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you do and say, you own the frame.” 3 likes
“Money is never a prize; it’s a commodity, a means for getting things done. Money simply transfers economic value from place to place so that people are able to work together.” 2 likes
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