Check this out below: it's a screen capture of my last Zoom call of the day.

Professional, right? IT HAS TO BE. 

I was closing a large deal and 3 million was on the line.

So you might be wondering the same thing the buyer was: 

“Hey Oren … How do you get your LAPTOP camera to look so good?

ANSWER: This is no “laptop.”

I designed an A/V station specifically for closing deals on Zoom…

… the microphone alone is a thousand bucks.

And what about all this other stuff? Cameras, switchers, lenses, LED lights, mixer, flashdrives … this is all hardcore video equipment …. cost me more than 25K to buy, test and get working.
When it comes to deal making I do not mess around.
I will invest any amount to do it right. 
But do you really need to spend that much on your Zoom setup? 

Depends … do you want to close deals? 😉

Look, I can give you the build sheet for this setup, but here's my suggestion:

Become a top notch DEALMAKER before you start buying this level of equipment, so you have a huge financial slush-fund that allows you to buy anything you want, whenever you want it.

$9000 in cameras? Who cares, just ‘Add to Cart.'

To become a top gun Dealmaker, it takes a little work, so let's get started.

And here's my top 8 rules for becoming a dealmaker. 

This is exactly what I teach new hires, and what you should be thinking about as you start your very next pitch or presentation ….

1. In the first 5-minutes of the pitch, don't say anything that doesn't have a number in it. 

When you pitch me for a deal, I'm watching very carefully to see if you really know your business, or you're just throwing out “ideas.” If you're selling me web security, for example, what is my RISK of getting hacked, how MUCH does recovery cost, how FAST can my systems be upgraded? I want to see numbers. 

2. A Dealmaker should never wait on a conference line for the buyer to show up.

You can have your assistant wait on the line. Maybe your marketing manager. But senior people do not wait 5 minutes … 8 … 10 … 12 minutes for someone to eventually show up when they feel like it. If they're late, just reschedule the call and move on to higher priority deals.

3. Stop saying “Thank You” so much.

If you listen, you'll hear how new salespeople are constantly saying Thank You for this, Thank You for that, Thank You very much, Thank you again.

FOR WHAT??

This is called “supplicating.”

Think of a supplication as a request from a servant to a person of higher power. The word carries a sense of awe and adoration with it, suggesting begging and a sense of neediness.

Remember, you're The Dealmaker. You're helping the buyer fix their problem. You're helping the client with an investment or a solution. If anything … they should say “Thanks” to you.

4. Always watch the clock.

There are 3 basic parts to any sales call or a “pitch.”

First is the introduction or “why we're all here.”

Second is The Pitch.

You should know EXACTLY how much time you will spend in each part. My suggestion?

5 min intro

6 min pitch

12 min close (because this requires some interaction with them.)

23 MINUTES TOTAL. Round it up to 25.

Today, if you're going any longer, you better be very INTERESTING to listen to.

Are you?

5. DON'T offer to do free work. It won't help close the deal.

Write this on a note and tape it to your computer: People only value that which they pay for. 

No matter how much free work or free product you give someone …. you will not get them any closer to buying. 

People want the EXCITEMENT of shopping, negotiating, and “making a deal” with you, and then, only after all this buying activity … they will actually value your product or service.

6. Don't send a proposal.

When you send a proposal, they will give it to a competitor and ask, “Can you do better than this?”

Sending a proposal is a direct path to competitive bids …. and discounting.

What if they ask for a proposal? There's only one answer to give: “We're super busy right now and don't have a ton of time to generate proposals for discussions, how about we work on specific deal terms and an agreement?”

7. Always tell the buyer you're choosy about who you work with.

If they think you have no standards or personal values, or that you have no red-lines, no bottom-lines and no limits … they'll think you NEED the deal badly, so the buyer will keep negotiating; they'll keep asking for more and keep thinking that you need the deal more than they do.

8. Never be Needy.

When you act needy, they buyer thinks they can tell you how much they are going to pay. They will tell you what “extras” you have to throw in. And they'll hold you hostage for payment until … the … very … last … minute.

But what is “neediness”? And how do you know you're “doing it”? Simple. When you are reacting to what they want, you're needy. When you are fetching them proposals and quotes, when they miss calls or come late, when they're rude and all you ever do is smile politely … you're REACTING to their needs. That's Neediness.

These are 8 solid rules for dealmaking – send them around to someone you care about or work with. 

Any questions about how to implement these RULES?

Do you want to see specific examples applied to your industry, your business, your specific pitch?

Let me help here. 

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

Join my worldwide community of Dealmakers here

 

 

In a minute, I'm going to show you how to slam the door on any kind of business lie or bluff. But first ….

How good are you at detecting lies?

LYING IS VERY HARD TO DETECT.

AND LYING IS MORE COMMON THAN YOU THINK.

In an average 10 minute conversation, you’ll get lied to 2–3 times. It’s just part of life. My phone died; Traffic was horrible; I’m 5 minutes away; I’m never on social media; and … “You can tell me the truth … I won’t be mad.”

But if you plan on making money and becoming a Dealmaker you need to know how to spot the big lies, the bluffs and the high-stakes deceptions.

I've tried to learn lie detection stuff from books …

Because a few years ago, I needed it when ONE BIG LIE stood between me and a huge deal.

I was trying to buy the Capitol Records building in Los Angeles ….. check it out.

At the time, I had read 2 books on “lying” written by FBI/CIA -types.

So thought I was a master at FBI -style lie detection 

And I was pretty sure the bank was going to do the deal with me.

They had said “YES, the deal is on” …

…. but they hadn't sent the money. 

Was their commitment a TRUTH or LIE?

I told my business partner they were being honest:

I said, “Don't Worry, the bank will come through….”

and …

KABOOM! They didn't. 

We lost 150K in hard costs. And today, people still make fun of me for that screw-up.

“HA HA HA remember when Oren tried to buy Capitol Records and lost his shirt….”

Yeah very funny. But that's when I realized how useless the FBI and CIA and “Police” techniques are for detecting lies. 

LYING IS VERY HARD TO DETECT.

Ok …. YES, you're correct if you're thinking … there ARE experts at the FBI and at the CIA and in the Israeli military who can tell if you're lying, but first …

  • they lock you in a cold room
  • you give you one cigarette and diet Coke
  • then some hardass tells you how you're going to jail for 20 years
  • and you sit there for 5 hours,
  • …. under extreme stress.

“he's sweating”

“he touched his elbow”

“he blinks a lot”

Give me a break with that shit.

Anyone can find a liar in that situation.

LYING IS VERY VERY HARD TO DETECT IN BUSINESS SITUATIONS.

One study, for example, found that people were only able to accurately detect lying 54% of the time —hardly impressive when factoring in a 50% detection rate by pure chance alone.

LYING IS MORE COMMON THAN YOU THINK

Because lies are essential to life: “Lies” allow us to form groups, cooperate, do businesses, communicate with others, and eat at a new restaurant without interrogating the chef about his qualifications in making Sushi and his Michelin-rating. But it also means that when someone really wants to deceive us, we’re wide open to deception.

ONE OF MY MANY LIE DETECTION TOOLS IS “THE 4 RED FLAGS.” THIS IS A RELIABLE WAY TO IDENTIFY IF SOMEONE IS LYING TO ME.

I don't care if “Traffic was bad” or not.

I don't care if they say “I thought I sent that email yesterday.”

I don't care if their phone didn't really “die.”

I ONLY CARE ABOUT ONE METRIC: WILL THEY WILL PERFORM?

In other words, will they close the deal?

HERE'S THE 5 RED FLAGS YOU NEED TO KNOW: This is one easy way to know if you're in a bluff, major lie or deception:
RED FLAG #1: Do they have a good track record with you of returning emails, coming to phone calls on-time and returning texts?
RED FLAG #2: As the deadline gets closer, do they start talking about a “partner” or a “committee” or a “Wife” or a “Lawyer” that you've never heard of before? 

This is how liars and deceptive dealmakers try to stall deals, by suddenly introducing a “partner” they need to check with before signing a contract.

RED FLAG #3: Do they get excited about the deal, then “Go dark”, eg. stop and start, stop and start in a very frustrating way?

Any Dealmaker will tell you, Real Deals have a beautiful musical cadence to them. When someone goes completely dark, then reappears, then goes dark again … and again … it's not good.

RED FLAG #4: Are they exceedingly slow to review, comment and redline very basic documents?

If they won't turn-around and review basic documents, getting an agreement done is going to be exceedingly difficult.

IN SUMMARY:

  • HARD TO GET ON THE PHONE?
  • SUDDENLY THERE'S A COMMITTEE THEY NEED TO “CHECK WITH”
  • THEY GO DARK FOR LONG PERIODS
  • SLOW TO DO MINOR CLOSING TASKS?
YOU'RE GETTING BLUFFED,
THERE'S SOME KIND OF DECEPTION
OR YOU'RE JUST GETTING LIED TO.
I've seen a thousand deals turn from EXCITEMENT into FRUSTRATION, and wasted time, money and energy because of bluffs and deceptive ‘indications of interest.'
THERE'S NOTHING WORSE THAN FINDING OUT YOU WASTED YOUR TIME WITH SOMEONE WHO CANNOT BUY — OR NEVER INTENDED TO IN THE FIRST PLACE.
DEALMAKERS must know how to quickly FIND THE TRUTH in stressful situations. They must know how to detect lies and deception.
The consequences of doing this right or wrong can mean millions of dollars or even a human life. Maybe YOURS.
DEALMAKERS must learn how recognize when someone is giving you the TRUTH, or a LIE or something in between. If you don't learn lie-detection for business, your dealmaking skills will be weak, and you won't achieve your financial goals.
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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

How’s your week going … are you working hard, or just praying for 2020 to end.

Or would you like to close some new deals? THERE'S 43 DAYS LEFT IN 2020 – plenty of time for you to close new deals and bring in new revenue. 

ME? …. Take a look. My year is basically over and I'm relaxing:

Awesome, right? NOT EXACTLY. 
There's a dark side to this story.
Not everything at Oren Klaff's house is Rainbows, Cupcakes and Skittles.
You see these “happy” family pictures?
Truth is, every day around 11am, my family kicks me out of the house:
“GET OUT.”

WIFE: “don't you have something to do today??”

SON: “Really Dad, I have Zoom School, can you come back later?”

Yes correct, my own family doesn't want me hanging around the house in the middle of the day. 

You can probably guess the reason — I'm a very intense person to be around for a full day. 

So they kick me out ….

And I have nowhere to go …

So I just come to the office. 
In reality, this is where I belong. 
I'm one of the world's most experienced dealmakers. I know absolutely nothing about raising a child, running a house or doing chores. Hope this doesn't sound like I'm a di**, but I have never done a load of laundry, washed the dishes or run a vacuum cleaner.

That is NOT what I'm good at. My skills finely honed for one thing: DEALMAKING.

In the last 30 days:

….. I raised 5 million for a client company

………. I acquired 3 public companies

…………… I wrote a sales pitch that is being used on 1 million phone calls.

So it's fair to say, for 2020, “I'M DONE.”

Right now I'm here, alone, at the office. 
Same deal every day, 4 hours a day, sitting here with nothing to do …

YOU SHOULD TAKE ADVANTAGE OF THAT.

Right now I'm POURING ENERGY and free time into clients, content and helping others. So If you are working on a big deal …

1. Try to book some time on my calendar. I'll help you CLOSE your big sale, or land an important deal before the end of the year.

or 

2. … If you need some quick 1:1 coaching, jump onto my Friday LIVE call.

 

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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

Do you talk fast when you’re stressed?

For example, what if a 10-mil. dollar deal depended on how fast you spit-out just 24-words?

Here’s how it happened to me. 

It all started when I get pulled over on the 101 North … But There's Way More To This Picture Than You Think …

BUSTED.

So now there's no possible way I'm going to make my meeting. This is going to cost me a huge deal.

We've all been here: the officer is going to check my license … give me a long lecture … and drag this out for an hour.

Meanwhile, I'm going to be a no-show for a critical meeting.

No meeting … no pitch.

No pitch …. no deal

Bye-bye ten million. My client guys flew in for the meeting, and if I don't show, it's a dead-deal.

The Highway Patrol Officer walks up to my window. 

He leans down and says “Sir, any idea how fast you were going?”

WTF, I wasn't speeding … WAIT ….. I know that voice. 

… seriously, I actually know that voice… it’s Officer Carl.

  • Carl from my financial statistics class.
  • Carl from my self-defense gym.
  • Carl who was at my house for a beer for three weeks ago.

“Hey Carl! You scared the shit out of me!” I said.

He started laughing, and told me how I was driving like an old lady and that I need some driving lessons.

Ha ha good one … can I go now?

So we take a few pictures with my car… and he says, “You can take off if you need to.”

With this massive relief of tension, I decided to wait a few minutes before getting back on the road …

And this is when everything started going to straight to hell:

I ‘one-two-three' punched Carl lightly in the shoulder …

… the way friends do, as if to say, “Thanks for nothing buddy..”

Next, we were laughing at the situation and for no-reason we started doing a little air-punching and ‘shadow boxing.'

As you'll see in a moment, this is the exact point where my luck turned very, very bad …

Carl and I were still “air” boxing, and we started making some lite-contact.

  • I get a solid left-hook into his ribcage. *crunch*
  • He’s a big dude, so he pushes my right shoulder hard …
  • … and I lose balance as he spins me around.
  • Then Carl puts me in a choke hold and starts to tighten it up.

Again, we're just “messing around.”

But look at the size of that dude … his “messing around” might put me in the hospital.

NEXT CAME MY DUMBEST MOVE EVER:

I slip my shoulder under his guard, get behind him …

And somehow I put a decent arm-lock on Carl The Highway Patrol Officer. 

He’s 6’2” and 225, so he could break free in 2 seconds …

We’re both breathing heavy now, as my arm-lock turned into awkward bear-hug and he's beating the back of my head with some painful dead-blows.

Good times!!

But now a third voice, out of nowhere, interrupts the pattern of our breathing:

“GET DOWN ON THE GROUND ASSHOLE”

Wait … what? huh??

I let go of Carl in an instant, 

My head snapped towards the sound of the commanding voice.

“… DOWN ON THE GROUND MOTHERF****R ……..NOW!”

*** this is a obviously a mocked-up photo to give you an idea of what I was looking at, because you can imagine i did not have my phone out at that moment. The other photo above really is Carl sitting in my car.**

While Carl and I were messing around, here comes an active duty Sheriff’s car around the corner, randomly taking a short-cut down this side-road… and he sees us …

The Sheriff literally could not believe his eyes when he saw me bear-hugging a California Highway Patrol Officer from behind …

Better yet, It looked like the CHP was dramatically trying to “defend himself.”

So the Sheriff quietly rolled to stop, jumped out of the car …

AND HERE WE GO!

I've seen a thousand deals turn suddenly into stressful situations, going from casual disagreement to angry and confrontational behavior.

And THIS had just turned angry and confrontational.

Carl said nothing.

…. because this is way too complicated a situation to “explain.”

Instead Carl just stepped to the side, towards his car.

He said nothing. 

HE KNEW HE WOULD BE FINE.

I’m the one that could get shot here.

Cops shoot people all the time for better reasons than this … do you even watch the news?

Even though I’ve never had a gun pointed at me,

Years of watching “CSI”, “Criminal Minds” and “Law & Order” burst into my brain and I knew exactly what to do:

LIE ON THE GROUND.

PUT HANDS BY SIDE

DON'T SAY ANYTHING DUMB

With Carl still silent, my experience told me, ‘somebody better say something'

…. so I chose these 24 words most carefully:

My Name is Oren Klaff.

This is officer Richards, my classmate and FRIEND. 

[Then to Carl] Hey Carl, I'm very nervous …. 

….tell this officer some police stuff.

Maybe you would have said something different, I don't know.

But in the Pitch of my life, I didn’t try to “explain things.”

I didn’t make a joke, or give a bunch of confusing facts and information.

I didn’t tell someone in authority what he should think, or how to act.

Most importantly …. I didn’t “tell a big story.”

All I did was to lay out the truth in as few words as possible.

I've never been in that kind of situation before, but I know this:

  • In high-stress situations, make it brief, make it fast, make it truthful.
  • Because people can easily perceive how hard you’re trying to “explain things”
  • And the more confident you are the less words you have to use.

In 3-seconds I had to give The Exact Truth That Explains This Very Unusual And Bad Looking Situation.

There I was, lying on the ground, face down on the pavement, scared to death.

… as I waited for the Sheriff to decide if I was telling The Truth, or not.

I have spent my whole career having to sort out Truth from Lies, with millions of dollars at stake each time, so I know what it feels like be on the other side. 

Finally … the Sheriff relaxed a little bit.

And Carl finally spoke up, giving his badge number.

Carl explained what had happened. How he and I are actually friends, and how we were just messing around …

He told the Sheriff how it was just a really, really bad-case of bad-optics.

The sheriff shook his head, mumbling, “Never seen some shit like this before,” and without much else, he drove off.

Today, Carl and I are still friends, but we don't talk much about that morning because he got in a bit of trouble for it.

The one thing Carl did tell me about that day was how I had done the right thing:

25 words

* the TRUTH

* spoken CLEARLY and with CONFIDENCE

Police Officers, Negotiators and DEALMAKERS must know how to quickly SPEAK THE TRUTH in stressful situations. More importantly, they must know how to detect lies and deception.
The consequences of doing this right or wrong can mean millions of dollars or even a human life. Maybe YOURS.
DEALMAKERS must learn these skills: how recognize when someone is giving you the TRUTH, or a LIE or something in between. If you don't learn lie-detection for business, your dealmaking skills will be weak, and you won't achieve your financial goals.

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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

 

 

 

 

 

Quick question … did you ever meet a bloodthirsty and diabolical genius that can out-negotiate Satan?

No, you haven't? Well …

… then let me introduce you to Jonathan (my financial partner for over 20 years.)

Sorry I don't show his face but he will sue me.

Basically, Jonathan is a real-live Harvey Spectre from the show SUITS …

I'll give you a perfect example of this …

One day, quite a few years ago, we flew Jonathan's plane to Phoenix:

We arrive at PHX, and go to a reserved conference room in the terminal.

This was the final negotiation to close a big deal: 40 million was was stake. 

We're sitting in the conference room ‘facing off' with the other side's CEO, CFO and lawyer.

I needed them to sign ONE minor legal document, and the huge sale would be closed. 

But their lawyer was such a d**k.

He was constantly on his phone while I was presenting.

I was presenting something called a “bad boy carveout” – a document they had to sign. 

But the guy kept interrupting me.

Every time I was getting “to the point” … their lawyer would take a cell phone call, or send a text, or make a call to someone else.

After the fifth interruption …

I knew Jonathan was going to do “something.”

He is very impatient.

He is also creative and outrageous and smart – and experienced.

AND HERE WE GO ….

Jonathan moved into the conversation, and I thought, “Finally, here comes the A-team to back me up” and turns out, that was an understatement.

He looks at their lawyer and says in a growling voice:

“Do that again and I'll put your phone in a glass of water.”

I guess he didn't know Jonathan as well as I do because about 2-minutes later, the lawyer made another call and interrupted me again.

AND IT WAS ON.

Jonathan grabbed the phone. 

PLOP. straight into the water.

Like a plane that just crash-landed, the guy's cell-phone was half-sunk half-floating in a full glass of water.

Sh**.

I seriously didn't know what to do ….laugh, run-away or apologize?

But I didn't have time to do any of that …

Chairs were flying backwards. There was angry-speaking and legal-sounding threats going back and forth.

But this deal was not dead like you think it would be. 

Their CEO was also in the room.

I think he was very happy that finally someone put the lawyer in his place. 

They asked the lawyer to leave, and it was pretty clear to me he would be fired.

Now, free of all interruptions, In no time at all, I made my presentation, in a nervous voice, but I did my job.

And we closed the deal. I made a nice 100K. Jonathan probably made 3 million.

And then Jonathan charged me $600 for the replacement phone … said that he had to step in and “do my job for me.”

I gladly paid the bill because it was the lesson of a lifetime.

Now, most of us aren’t like Jonathan, ultra-rich 30-year veterans of the deal business that fly around in a plane and dump people's cell-phones into seltzer water to close large deals.

But WOW and DAMN — 

Imagine if you had a little of this knowledge.

Imagine if you know exactly when to act, how to defend your position against difficult personalities, and still close the deal.

What if you knew how to handle anyone getting in your way.

In other words, how to deal with any “third party” that is keeping your deal from CLOSING.

  • Lawyers
  • CFO's
  • Accountants
  • Analysts
  • Partners
  • Committees

In my 20 years of closing deals, I've found there are always “advisors” and “committees” who stand between you and a closed sale. 

I've seen a thousand deals close in tough negotiations and I know first-hand how you can get the “nod of approval” from every decision-maker in your way. And it doesn't have to be dramatic of confrontational.

Until you learn to recognize and work with each of these character types, you'll be stuck in deal after deal, frustrated and unable to get it closed.

 

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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.

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:

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

 

 

 

Did you ever learn anything about business from a TV show?

No … you did not. 

Think about the most popular shows: Friends … LOST … Breaking Bad … OZARK … Game of Thrones.

So is It possible to improve your business by watching TV?

I think it is.

But how?

When every Hollywood exec will tell you, “this is entertainment, not education.”

Brant Pindivic, a friend and Hollywood producer, told me last week, “Hey Oren, if you want to LEARN something on TV … go watch Sesame Street.”

that's funny Brant.

But let's dig deeper. Here's what's really going on with the TV you watch.

Most of the shows you know and love …. are written by 28-year-old liberal-arts graduates. 

Sure, they know “dramatic conflict” and how to craft a funny scene … but these are writers whose main life experience is Making Stuff Up.

So you get shows about a chemistry teacher turned drug lord (Breaking Bad.) Or dragons (Game of Thrones), or an Island that can time travel (LOST.)

Fun. And also useless.

But recently something in the industry changed …

…. TWO new shows on two different networks hired experienced business writers. 

Writers who also had long careers as lawyers and bankers and accountants. Writers who worked on Wall Street, and at big firms.

As a result … We got two shows with real-world business situations and dealmaking.

Negotiation.

Sales.

Deal pricing.

Takeaways. Trade Disputes. Contract Law. Fee Agreements.

And this finally opened a secret window into how deals REALLY happen:

The first show I'm talking about is “SUITS” on USA Network

The second is “BILLIONS” on Showtime.

 

Every episode will give you a look inside some kind of business deal. 

But I'm here to introduce you to something even better.

Because last year HBO decided to release a show that's a “category killer” …

You may have heard of it … just won the Emmys … SUCCESSION.

I've watched every episode twice.

It's got a refined and accurate lens on the real-world of DEALMAKING, and this drama truly crushes everything that came before it when it comes to looking inside real business deals in terms of what works – and what does not.

 

 

The show is about an ultra-wealthy family trying to make some desperate high-stake deals to save the company from financial ruin.

The head of the family is Logan Roy, a Scottish-born tough-as-nails entrepreneur and billionaire. He will do anything to save the company. 

His four children are power hungry, none of whom are content merely with being wealthy. They want the corporate power that Logan is unwilling to give-up, and their inability to wrest it from him is both comic and, in moments, tragic.

A good story … but GREAT dealmaking insights.

What is fantastic about Suits, Billions … and now SUCCESSION is they accurately profile the types of characters you see in almost every business deal. 

 

For example, in my many years of dealmaking … I've met hundreds of CEO's who act and react to business situations exactly like the old, powerful, wealthy capitalist Logan Roy from SUCCESSION…

In your business, ever meet a brash leader whose primary focus is his company rather than his children? (Sure, he loves the kids, but still spends all his time at work.)

If you're in business long enough, you will.

You're going to run into plenty of these guys, and if you don't have a playbook, they will crush your efforts to sell them a good deal –or any deal at all. 

Once you understand this Logan Roy “character-type” … and watch him operate in the show …

… you'll know exactly how to deal with this character type in real life. 

Which is the true value of this new breed of made for TV business-dramas like SUCCESSION.

They reveal to you the complicated and difficult characters you really see out there, and show you how to effectively negotiate, sell and deal with them.

The Key to Understanding the CEO/Founder and the ‘Logan Roy' character-typeHe's got 40 more years of experience in your industry than you have. Logan is able to successfully turn any deal in his favor … using wealth, power, relationships and experience.

How he wins: His ruthlessness comes from winning in a way that members of his family, employees, partners and competitors will think twice before wanting to butt heads with him or even antagonize him in the future.

He’s tough, knows what everything costs, has a phlanx of lawyers and smart MBA’s to analyze and figure out exactly the minimum amount to pay for your product and service.

He offers you a big contract … 

…. but dictates the price, and the terms.

After the deal is signed, you think you've “won a big contract” but then as time wears on, you've found you've lost more than you've gained. He stuffed you into a low margin deal that is difficult and costly to maintain.

And remember that No Deal Is Done … until you have the money in the bank. even then, he might take it back if he doesn’t like the deal later.

How? WITH LAWYERS.

He can out legal you, and so any kind of direct negotiation with him is a miserable lose-lose scenario.

So how to do you “negotiate” with a smart, ruthless, win-at-all-costs CEO?

You go through his Son.

 

The #1 Son …

His whole life, he's given anything and everything he wants. The bigger and richer the business, the less he's had to do in life.

He went to Harvard, but that was paid for. He's into “technology” and is constantly trying to pull the company into next generation technology like “AI” and “semantic webs.”

But here's the key. 

Dad loves this kid more than anything else in the world, and will let him make mistakes. Big mistakes that Dad could step-in and avoid or fix – but he won't.

Dad will look the other way while son moves too quickly in a deal, pays too much, signs a weak contract. He will let him badly mis-handle a negotiation or completely waste money on a bad idea.

He knows the Son has to make mistakes to grow and learn, and it's a painful and messy but necessary process.. 

bottom line: if you want to do a deal with a large family owned company, you develop a relationship with the Son, and stay out of Dad's way.

I've seen it a hundred times.

You're going to meet a lot of other “main characters” in your business deals, and every one of them has been deeply profiled in Suits, BILLIONS or SUCCESSION:

The Corporate Lawyer … he wants to kill or drastically slow down every deal

The Chief Financial Officer … thinks you should sell your product at 0% profit

The Head of Engineering … doesn't want you to have access to any data

The MBA … has 5-friends from Stanford who “do what you do” for a lot less

The Assistant … who kills more deals than you might think

The Data Guy … is going to test your “assumptions” in a new data model even though he has no idea what you do.

Until you learn to recognize and work with each of these character types, you'll be stuck in deal after deal, frustrated and unable to get it closed.

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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

 

 

 

Are you the kind of dealmaker that can handle Bill Gates?

It's a ridiculous question because … no one is at that level.

I know this first hand because …my client recently sold his company to Bill Gates. Not to Microsoft .. he sold the company to directly to Bill.

At the start of the sale, the dealmaking looked easy because Bill was all-in with “TWO THUMBS UP” …

But I knew it wasn't going to be that simple … 

In a deal with such a notorious negotiator, you still have to pay attention to the other guys around him.

In fact, THIS is the guy I was worried about (and you have to worry about him too.)

You will always find a finance / legal guy like this, and he's going to crush the deal if you aren't prepared to deal with him directly. 

Even though Bill was giving us buying signals …

Even though Bill wanted to do the deal.

Bill still pays these other guys to SANITY CHECK the decision to “move ahead.”

He pays them to crunch the numbers. He pays them to look for cheaper alternatives. This is why they are so eager to grind on you and always posture for a better deal.

Until these other guys are “SIGNED OFF”, the deal will not go forward, it will not go backward. It's stuck.

And that's why you'll keep hearing “… next week.” and then “next week” and then “next week…”

Eventually the deal just dies.

I know first-hand how to get the “nod of approval” from everyone involved.

Remember, as soon as the Numbers Guy or the Lawyer-guy shows up, he's in “KILL MODE”.

The “Numbers Guy” usually jumps in late. He hasn't seen your Full Pitch.

Anyway, to him …. it’s just a bunch of slides.

To him, It's all just a bunch of ideas and blah blah blah and RISK.

To him, it's just “one more thing” he has fit in the budget. And usually — there's no more budget.

You will face this reality in every deal. 

Yeah, the real world kind of sucks. It's a minefield of Budget Review … ROI … Key Metrics … Key Stakeholders … Redline Agreements … Legal Review …

This is all the corporate MBA psycho-babble that keeps your big deals from closing.

It doesn't matter that you're offering the absolute top-of-market product, the best technology, highest level service, world-class experience, valuable relationships, amazing terms … and have years of credibility.

Sorry … but what you offer has to neatly boil-down into:

  • a few numbers and 
  • a standard legal contract. 

Knowing this boiling-down has to happen, DO NOT let “The Numbers Guy” or “Legal Guy” take control of your deal.

I recommend using 3-strategies to stay in control, which have been backed by my own behavioral research:

You need a certain scripts to use these 3 strategies.

If you let them create a big “deal committee” … your deal dies. 

Large groups are much more likely to make biased decisions against you.

For example, I've found that groups with five or more members are more susceptible to slow-decisions, high legal-costs and poor-communication.

The larger the group, the greater the tendency for its members go down different legal, technical and negotiation “wormholes” – making it impossible for them to arrive at a single conclusion to go ahead with your deal.

Small group = fast decision.

Over time, I've found a way to ensure the Buyer will only use a small group of advisors.

You need a certain kind of script to do this.

I'll also show you how to … put an expiration date on their expert's “knowledge.”

Bill Gates and every other powerful decision makers will always hire some kind of Expert to help them make “more informed decisions.”

I have grown to hate outside experts.

Their “expertise” is usually 1-2 years behind ours.

Allowing their “experts” to be involved in the decision-making can easily sway their group in the wrong direction.

The solution I’ve developed is: 

1. Invite their experts to provide their opinion ONLY on a narrow, clearly defined topic, and

2. Re-position the Expert as a bit out-of-date because of recent changes in the market, in technology and in regulations.

Is this really necessary? 100% every time.

You need a certain kind of script to re-frame and re-position the Buyer's “Expert”.

They need to feel like they've “pushed back” on your deal and negotiated hard.

This is why you need to give ONE person on their team permission to drill holes in your ideas, to crush your theories, to harshly test your assumptions.

My research shows that empowering just one-person with the permission-to- challenge-you keeps everyone from challenging you simultaneously. This can lead to significant improvements in decision quality, decision speed and outcomes.

You need a certain kind of script to do correctly or it could backfire on you so I will provide the correct scripts on October 9th.

Of course, following these steps won't always deliver a great decision in your favor …

Just kidding, yes it will. 

Use these three steps with any “Bill Gates” kind of buyer and you'll be in excellent position to close the deal.

I know this first hand because this is exactly how my client closed the deal with Bill – and it will work for you as well.

You're going to meet a lot of CFO-types, Legal Advisors and “control freaks” in your business deals.

For example:

The Corporate Lawyer … he wants to kill or drastically slow down every deal

The Chief Financial Officer … thinks you should sell your product at 0% profit

The Head of Engineering … doesn't want you to have access to any data

The MBA … has 5-friends from Stanford who “do what you do” for a lot less

The Assistant … who kills more deals than you might think

The Data Guy … is going to test your “assumptions” in a new data model even though he has no idea what you do.

Until you learn to recognize and work with each of these character types, you'll be stuck in deal after deal, frustrated and unable to get it closed.
IF YOU'RE IN SALES OR A DEALMAKER, YOU'RE GOING TO BUMP INTO EVERY CHARACTER-TYPE I'VE DESCRIBED IN THIS EMAIL.

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HOW TO PITCH AND WIN DEALS WITH EVERY MAJOR CHARACTER TYPE IS BASED ON SCRIPTS AND FORMULAS.
YOU CANNOT WING-IT.

___________________________________________________________________________________

 

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

Join my worldwide community of Dealmakers here

 

I'm wondering right now …. what would happen if I came over to your office for a full-day to watch you work?

 how exciting would that be watching you “get stuff done.”?

For example, look at this picture of star football player Marshawn Lynch. He's delivering 2.1 million dollars of value to his team. And below is a picture of ME doing the exact same thing for my team. Notice the difference?

In the top photo, you see Marshawn with the game winning touchdown in Superbowl 49.

In the bottom photo , it's me signing contracts on an asset deal with $2.1M in net value to the operating partners.

In Summary: If you want to see eye-popping action and feel edge-of-your-seat of excitement …

…. DON'T COME TO MY OFFICE.

At my company you will only see this:

  • Phone calls
  • Emails
  • Spreadsheets
  • Contracts

There are NO …

  • touchdowns
  • “We Will Rock You” pump-up music on a Jumbotron
  • beer vendors
  • cheerleaders

Yes, my office sucks.

But be honest with me …

Yours probably does too, BECAUSE AT ANY POINT DURING THE DAY …. there's nothing to “see.”

I admit it.

You could watch me work for an entire 8-hour day and then at 5pm you'd say …

“Oren, you're a nice guy, but I still have no idea what you do.” 

THIS IS THE MAIN PROBLEM IN MODERN DEALMAKING.
THERE'S NOTHING TO SEE, TOUCH OR FEEL. IT'S BORING. NO CURIOSITY.
AND WHAT YOU DO LOOKS EASY:
… YOU MAKE A FEW CALLS.
……..CALCULATE SOME NUMBERS.
………….SEND SOME EMAILS.
HOW HARD IS THAT?

From the BUYERS PERSPECTIVE, you don't do anything that difficult.

I mean, c'mon, what do you REALLY do? Make a few calls, do some accounting, provide insurance, deliver consulting, find a high-yield asset … broker a transaction … whatever.

Phone …. Email …. EASY.

Oh, think Buyers don't see you this way … you think you're a special snowflake?

Over the past three years I conducted in-depth studies about DEALMAKING METHODS at 20 large companies operating in a broad variety of markets, including medical, automotive, software, financial services, energy, consulting and internet. 

WHAT I FOUND:

Most of these companies struggle to effectively “show customers their product”.

It's sad how some of the best products in the world are so difficult to understand … and how their features and benefits are so difficult to “see.”

Of course, the companies used all the basic tools:

  • pitchdecks
  • and videos
  • and whiteboards.

They tried hard to paint a clear picture of products and services.

(You probably deal with this too, it's a frustrating problem.)

But in the process of trying to make their services easy to understand …

These companies really screwed up.

They made it seem as if their service was EASY TO DELIVER.

And making it look TOO EASY completely crushed their dealmaking results.

  • their price negotiations were brutal
  • their final sale was low-margin

WHAT I DISCOVERED THAT IMPROVED DEALMAKING RESULTS AT EVERY COMPANY I STUDIED:

1. Show buyers what you do is NOT EASY.

2. Demonstrate what you do is HARD — show how almost no one has your capabilities.

2. Help Buyers understand their problem is NOT “going away on its own.”

3. Make Sure Buyers are nervous about using an “Average Company” to solve their Very Difficult Problem.

Your Buyer must believe:

……their problem TRIPS-UP almost everyone who tries to solve it.

Think for a moment about the 20 companies I researched:

All made the same basic mistakes, telling Buyers …

  • How established they are
  • How good their solutions are
  • How they offer the best value.

This just backfired and blew up in their face– making it exceedingly difficult to close deals.

The reason? 

You already know the answer:

They made their service look regular, easy and common.

BUYERS WERE BORED — NOT CURIOUS, AND THOUGHT THEIR PROBLEM COULD BE EASILY FIXED.

In other words:

EASY FIX.

NO CURIOSITY.

NO VALUE.

NO DEAL.

HERE'S THE 3 METHODS I IMPLEMENTED AT MY COMPANIES THAT CREATED BOTH CURIOSITY AND VALUE

1. I did NOT tell the BUYER

  • this is easy
  • it's “no problem at all” and we'll take care of you right away
  • our awesome service will quickly solve the problem
  • our standard solution is a perfect fit

2. I DID tell him the TRUTH 

… there is an incredibly high failure rate for YOUR kind of problem. To deal with this
  • you need a real budget 
  • you must be committed to a high-quality solution
  • you cannot be shopping for “price”
  • … it's now … or never.

3. And then, I gave even more TRUTH

  • … your problem is not ‘average'
  • You're in a pickle … you have a bad version of a bad problem
  • What we do is HARD — BUT IT WORKS
  • In fact, we have to think about it before we take you on as a customer.

Instead of talking about yourself and how special your company is, and how easily you can solve their problems … shouldn't you be doing what I did?

1. Show that I solve hard problems

2. Provide proof their problem will not just “go away” with an average vendor

3. And I REFUSE to take their business without careful investigation.

I discovered You can't really sell a big account today UNTIL you can effectively do 1, 2 & 3. 

What's the best way to implement 1, 2 & 3 above?

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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

 

 

Oh … so you're pretty good at ZOOM? That's great. BUT ….

… remember when you had to do THIS kind of stuff??

This in person stuff was much more HIGH PRESSURE.

Remember when there was no “mute” button.

No way to “Turn Off The Camera.”

In live meetings …

The stakes are higher. 

There is more to gain … and more to lose.

Truth is, this kind of pressure makes us BETTER.

Zoom calls don't improve your game.

Even though Zoom and MS Teams are efficient, easy and SAFE

They are too safe.

A 6-year old can do it.

Think about that for a moment.

Zoom is going to destroy your presentation skills … it's low-pressure … “ooops sorry bad connection” … “ooops sorry hold on I lost the file” … and it's making you a bit lazy.

And lazy presentation skills will kill your deals.

Kill your revenue.

Maybe kill your company.

I know.

Years ago … I really F*^%$ up a deal. 

The presentation was to Richard Branson (Virgin Atlantic).

I was overconfident, lazy …. didn't prepare well.

That day I lost a $100 million deal … and this traumatized me for life.

Since that one “bad” presentation to Branson, I've become masterful at the pitch artform … I've given 1,000 damn good presentations where the audience was laughing and having a great time, and the pitch “worked.”

BUT TODAY, BEFORE I GIVE ANY PRESENTATION …

…. RIGHT THERE IN THE BACK OF MY MIND … is the memory of that one bad incident.

It still scares the sh*& out of me.

Because I know just how bad I can really be.

I know that when I mess up … I go full Chernobyl. 

I create scorched earth.

The only good news here …. my screw-ups don't happen by accident.

Looking back, I can easily see what happened and why. 

HERE are the specific behaviors that created my worst failures:

  • Prepared at the last minute
  • Didn't study the audience
  • Relied on “charisma and charm”
  • Read from “canned” slides
  • Had a “Wing it” attitude
  • And was generally overconfident

It's a longer story how I pissed off Branson, which I will tell on SEPTEMBER 4th at 12pm, but the key takeaway is:

The 6 items above caused me to blow up a hundred million dollar deal. 

So now … I OVERPREPARE by a factor of 10.

I work 10-times too hard.

Not because I'm a Boy Scout.

It's FEAR OF FAILURE.

I PREPARE because I never want to experience the pain of bombing out.

Hey … these are MY problems, not yours.

It doesn't mean you should PREPARE to the level I do.

And maybe in your business, it's really not necessary to prepare so carefully…

A lot of people give pretty average presentations and still “win the sale” or “close the deal.” It happens all the time.

So why put in some kind of MAX EFFORT when “pretty good” can close a deal?

A “pretty good” presentation gets you this:

1. Buyers get a clear understanding of your product and service

2. Buyers become interested to learn more

3. You get an understanding of their key problems

4. You give them a proposal that meets their needs

But the MAX EFFORT, PREPARED-IN-ADVANCE, GREAT PRESENTATION gets you all this:

1. They believe you're The True Industry Expert

2. They get insight and huge value from your presentation (and want to meet again asap)

3. You create scarcity: eg. they understand you are busy and don't have time to waste on negotiators and tire-kickers

4. You reframe the competition as “good” … but not good enough for their problem

5. They trust you

6. They don't grind on price

7. And they'll ask you .. “when can we start working together?”

If you create all 7 of these effects, then your DEALMAKING becomes easy.

And it doesn't matter if it's a large deal, or small …

  • A phone call
  • Zoom call
  • Conference room
  • Stage presentation

You have to ask yourself, “how MUCH should I prep?”

… what's “normal”?

  • Is it normal to memorize the first 300 words?
  • It is normal to say, “we don't send proposals” even before Slide 2?
  • Is it normal to tell the buyer … “I'm here to evaluate YOU.”
  • Is it normal to hire a joke writer so your jokes are actually funny?

These are probably NOT normal.

But I do it. 

This level of preparation costs me time, and money, and energy.

I do all this and much more …

There are 25 specific ways I prepare for every pitch. 

I run the same process every time because it's tested. It works to create the Expert Frame, to Create Scarcity, to Build Trust, Reframe the Competition, Avoid Price Negotiation … and much more.

HOW TO PREPARE FOR A PITCH IS A PROCESS AND A FORMULA YOU CAN QUICKLY LEARN.

AND I'M GOING TO SHOW YOU EXACTLY WHAT I'VE LEARNED ABOUT PREPARING TO WIN A DEAL.

“HOW DEALMAKERS PREPARE TO PITCH AND CLOSE”

THIS IS A CRITICAL SKILLSET. And you've probably ignored it for way too long.

It's not your fault, no company teaches “preparation” and you probably got to where you are because of your raw talent … your charisma .. and your natural intelligence.

But today, that's not enough to become a market leader. 

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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