Tactics

A killer movie scene that shows you how to close any deal

Published on October 15, 2020

Oren Klaff

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Sometimes … you find a movie scene so full of good ideas … 

It’s worth watching over and over and over …. like this one:

 

This is the PIVOTAL scene from The Big Short …

Where Jared Vennett closes a $50 million sale.

Even though he does almost everything wrong …

  • He’s rude …
  • He’s in-your-face …
  • He says things like “I smell money …”

(Crazy, right? I hope you never tell a prospect, “I smell money… “)

Jared manages to do very few things well.

But he does 3 things… that close the deal.

$50 million. SOLD. 

I’ll break down Jared’s Best 3 Strategies for you right now. 

 

 

 

In the movie, Jared is offering the Buyers a 20X return on their money.

20X …

It’s a huge win for everyone, but …

… it seems “too good to be true.”

  • This makes the Buyers uncertain.
  • They argue about his “reputation. 
  • And they definitely don’t like his attitude.

 

But what’s the one thing they LOVE about his deal? 

His knows his numbers.

…this is where Jared starts to show real genius:

 

 

The numbers just roll off his lips when he says, “I’ve seen some deals that are 65% AAA rated that are actually full of 95 percent subprime shit with FICO’s below 550.”

COLD. HARD. NUMBERS.

What are the numbers that matter in your industry? Do you know them cold?

If you have strong metrics, make sure to bring this up early and be specific.

Here’s Jared again, nailing the numbers down.

“… these B and BB level bonds went from risky to complete dog shit. I’m talking rock bottom FICO scores, no income verification, adjustable rates… Dog shit. Default rates are up from 1 to 4 percent. If they rise to 8 percent — and they will — a lot of these BBB’s are going to zero.”

Numbers, numbers, numbers …

Notice … 

HE NEVER SAYS SOMETHING THAT DOESN’T HAVE A NUMBER IN IT.

AND most importantly … if you watch the Jared pitch scene carefully …

He doesn’t pitch alone: 

…he brings a team.

 

 

You need a pitch team with good chemistry that knows how to pitch together.

A team is much more trustworthy than one senior person who does all the talking.

Oh, I get it…

YOU probably already have a “TEAM,” so you think …

“Oren, this is nothing *new*, we already do this.”

Well, let’s just DOUBLE CHECK you’re doing it correctly:

First, make sure you never bring team members to a meeting who say nothing…

… or have no clear expertise.

The single purpose of a pitch is to CLOSE DEALS — not train interns.

Use your team to amplify your expertise in a pitch, not dilute it. 

HOW TO WORK LIKE A TEAM TO CLOSE ANY DEAL:

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You have the biggest challenge because the “room” (or the zoom) is generally “cold” prior to the start of the pitch.

This means the Buyers have not fully devoted their attention to you and can still be distracted.

YOU will have to inject the necessary energy into the audience and the room in order to bring the presentation to life. Your job is to establish The Big Idea.

You will describe “What’s Changing” and how the Buyer’s current problems will get worse because of the “The Change” eg. why the change matters.

WITHIN MINUTES … You will need to spark their interest, show new ideas … fresh insights … and set the frame. 

 

 

The SECOND person on your team …

… will add new dimensions to the presentation by talking about important projects you’ve completed. eg. specific situations and problems that the Buyer relates to.

This speaker knows your Big Wins and puts them in context for the Buyer… so he knows the details of what you do, the hard problems you solve, and how you do it. 

Now the buyer thinks …

“Hell, If they could do that same thing for me … my problems are solved!”

 

 

The THIRD person is the high-credibility expert.

He talks in numbers, math and jargon. He’s not a “pitch guy” and he doesn’t know what the “story” is and doesn’t think in terms of “big ideas.”

But the Buyers believe every word he says because he’s focused, data-driven and matter-of-fact. His degree is from some engineering school that didn’t even have a football team.

This is your “Jiang” (Jared’s math guy.)

You will bring Jiang in a few times (but not more than five.)

And only 2-minutes at a time …. not more.

TWO MINUTES ONLY.

Yeah, he’s that boring to listen to.

He just provides the data to support the IDEAS and EXAMPLES and BIG WINS you’ve given the buyer.

 

 

Sure, there are other things involved with presentation … pitch … sell … and close.

… But these are the Three Major Speaking Roles (even if you have to do all 3 yourself.)

IF YOU’RE ON A TEAM, YOU CAN DO EVERYTHING I’VE DESCRIBED IN THIS EMAIL.

EVEN IF YOU’RE FLYING SOLO, RUNNING THE WHOLE PRESENTATION ON YOUR OWN … YOU CAN DO THIS.

  • Stay calm and unflappable
  • Deliver cold hard numbers that create certainty
  • Bring a pitch team with great chemistry that knows how to pitch together
  • You bring the energy and spark, the insight and the big ideas.
  • Then you seamlessly pass control to the Second Speaker (even if you play that role too) who brings specific examples that apply to the Buyer’s situation
  • When necessary, You bring in the data expert guy 2-minutes at a time …
  • … And he brings credibility with data and analysis.
  • Then, You wrap it all up and close the deal.

If you want to build a strong, fast-growing, high-profit business, you need these 3 key speaker roles working “in-sync” together. …

You’ll get a giant boost in revenue, and you’ll move up a level in becoming a Pro Dealmaker.

HOW TO PITCH AS A TEAM IS BASED ON SCRIPTS AND FORMULAS. YOU CANNOT WING-IT.

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You can find this Training along side many others only from inside Pitch Mastery.

Join my worldwide community of Dealmakers here

 

 

 

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