Flip the Script Quotes

“Make people feel like the idea is coming from them and they will place more value on it, believe it more deeply, adopt it more quickly, and remember it more easily.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“That eureka moment has been carefully planned and programmed to deliver an insight at exactly the right time. When you put the pieces together before the detectives do, you feel smart, happy, powerful, and in control (exactly the emotions needed to motivate you to buy some canned beer, frozen pizza, and extra-soft toilet tissue). And you tune in next week so you can feel that way again.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“causing people to do the opposite of what you’re asking, just to prove that you aren’t controlling them—a phenomenon known as psychological reactance.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“You know what decision you want the buyer to make, but the more you push in that direction, the more they dig in, slow down, and change the agenda. They want to make their own decision on their own timeline. Buyers buy how they want to buy, not how you want to sell.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Inception relies on a completely new set of tools: the Status Tip-Off, the Flash Roll, Pre-Wired Ideas, Plain Vanilla, being Compelling, and the Buyer’s Formula. I’ll show you all of these later.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Use Specific Industry Lingo Describe a Recent Action You Have Taken Mention a Real Situation Everyone in the Industry Cares About”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Influence, and particularly Inception, is most effective when the person you are speaking to feels like he or she is on the same level of the hierarchy as you. This is where Inception is strongest and works the best.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“The human brain is thus wired by evolution to distrust any information from the outside world and to greatly favor that which originates inside us.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Instilling certainty is different from creating Status Alignment. With Alignment, your goal is to show the buyer you’re similar to them and make them instantly feel like you “get” them—whether you’re talking to a coal miner or a Fortune 500 CEO.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“The best way to find a Status Tip-Off is to interview three people who are the same level as the person you are trying to influence. What would they say to each other, to catch up on each other’s business, peer-to-peer?”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Since childhood, others have been trying to smuggle their ideas into your mind. So naturally your mental defenses have gotten really good. It’s as if you have a small team of cognitive security guards and bouncers who are trained to keep unfamiliar and confusing ideas away.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Pre-Wired Idea”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea