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?

____________________________________________________________________________________

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. 

__________________________________________________________________________________________________________________________

 

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

Join my worldwide community of Dealmakers here

 

Easy question for you: 

IF Business is a “game”, are you a PRO?

If you want to see what I mean by a “PRO”, check this woman out.

She's a complete demon.

In the next 3-minutes … I'll break down her “power moves” for you.

I'll list them by the numbers ….

and give you a cheatsheet so you can copy/paste them.

Because … when I heard an interview with her, immediately I knew what I had stumbled upon:

This Is Superwoman. 

Then …. I watched her perform on CNBC SQUAWK BOX and a few other interviews.

She's a hardcore DEALMAKER.

Let's break down her 5 major power-moves

Her name is Linda Kozlowski, she's the CEO of the Blue Apron, the meal delivery company.

Listen to her talk … it's a masterclass in voice-control.

Tone, Cadence, Volume, Word-choice …. she's using her voice to create:

  • Attention
  • Status
  • Credibility
  • Frame Control

How?

Attention: her voice is firm and her diction is clear like your mom telling you calmly EXACTLY what to do when a stranger comes to the door … “…now back away from there son, so I can shoot that man in the leg.”

(Ha, I know … that's not right …. 

but you might have a different mom than I did.)

Anyway… Linda's voice is not only firm and clear, it has a deep warm character that's rich and flowing …. AND YOU TRUST HER.

Status: She doesn't use non-word vocal expressions, 

– things like like “ummm”, “you-know” or “ahhhhh …”

That's the mark of a professional, someone who is focused, direct and choses her words carefully. 

Credibility: Her language is rich with industry terms that a leader uses, like “meal-kit delivery”, “12-month payback period”, “indulgent-menus”, “top-of-funnel marketing” …

Frame Control: And she doesn't “argue” with the interviewer … instead she reverses the frame and resets the conversation.

For example, she says at one point “No no no, we don't do that kind of wasteful activity, you're thinking of the other guys with negative 20% margins, they are throwing away dollars at top-of-funnel marketing …”

Here's the hardball questions she was slammed with in just one interview (questions like “how many customers have you LOST??)

INTERVIEWER ONE: Whoa, what happened to you? I mean, how did your company go from a billion dollar unicorn to a microcap? 

INTERVIEWER TWO: Isn't your menu too complicate

INTERVIEWER THREE: Your company has struggled over the last two years … how many customers have you lost and how do you turn that around? 

THESE are brutal questions, and exactly the kind of questions that can trip you up, making you seem:

  • Defensive
  • Argumentative
  • Difficult to have an honest conversation with

Linda understands this kind of verbal attack and correctly answers hostile questions with the Reframing Formula:

  • Firmly acknowledge the criticism, say “sure, we struggled with that”
  • Describe the new (and better) approach the company is now taking, “we've invested millions to fix that problem”
  • Anchor the “new way of doing things” with solid numbers that work when you do the math.

For me, and apparently for Linda too, there's an important rule when you're pitching a deal to smart buyers and investors …

NEVER SAY SOMETHING THAT DOESN”T HAVE A NUMBER IN IT.

I watched Linda in multiple interviews, over and over, she's breaking down the numbers in 50 words or less ….. something like –

“…when you think about our metrics and when you look at our $45 billion US Addressable Market, we've got strong conversion of 18% at the consumer level with same-customer meal-kit purchases of 15-times per year at a $58 average order value.”

Then she finishes …

“When you run those numbers, that's a strong business.”

A variety of factors can make you charismatic: 

You already know most of them: Confidence, optimism, expressive body language, and a passionate voice.

These “tools” will connect you with others at a deep emotional level, and make strong interpersonal connections.

Oh … wait … I know what you're thinking:

How do you do deliver “Confidence” or “Optimism” without looking cheesy?

Here's what I saw Linda doing:

1. Be Spontaneous: Every once in a while say something you haven't thought of yet.

2. Be Genuine: Don't repeat something you only “heard” about; give believable numbers; only tell the truth.

3. Self-Control: Don't react to what other people are saying. They need to react to what you're saying.

All your material should be PREPARED IN ADVANCE.

But it should NEVER FEEL LIKE IT WAS.

(If you're interested, I can show you how to do this.)

Linda is able to do this like a talented actor …

She's reading from a prepared script of corporate answers (I know, I've written a hundreds of scripts just like hers for CEO's all over the world.)

And that's how I also know … she's not reading the script word-for-word.

She's filtering it through her personality, experiences and life philosophy. 

By “filtering” like this, her answers sound fresh and interesting (even though … it's really just the same script everyone uses.)

YOU CAN DO EVERYTHING I'VE DESCRIBED IN THIS EMAIL.

  • Use your voice to control attention, status and credibility
  • Use the Reframing Formula to get away from hostile questions
  • Deliver numbers that create Certainty about your deal
  • Create Confidence and “Likability” in yourself with honesty
  • Be spontaneous and fun loving
  • Write a script, and follow the script carefully … but filter it through your personality so it feels dynamic and fresh

It's worth a few minutes to try this …

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

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

__________________________________________________________________________________

I'D LIKE TO SHOW YOU HOW TO DO EVERYTHING DESCRIBED IN THIS EMAIL USING EXAMPLE AFTER EXAMPLE, WITH SPECIFIC SCRIPTS THAT APPLY TO YOUR BUSINESS.

__________________________________________________________________________________

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

Join my worldwide community of Dealmakers here

 

Here’s a slightly mean but very honest question:

Imagine you're on a big media podcast interview for 30 minutes …

Let's say it's …

… Terry Gross or Joe Rogen or Oren Klaff interviewing you RIGHT NOW…

How much of that interview would actually be INTERESTING and COMPELLING to listeners??

Would you be compelling for 12 minutes … 5 minutes …. 

….or just 2 minutes???

Don’t be embarrassed to look in the mirror and give yourself the real answer. 

My first podcast interview … I nailed maybe 2 minutes.

It was a bomb. Correction, I WAS A BOMB — and not the “good” kind.

What about today?

BRING IT ON. Any interview, any pitch, any time.

I’ll light the microphone on F&**%%^^$ fire for 30 minutes straight.

60 minutes. 90 minutes. Non stop I'll deliver Interesting, Compelling, Unique .. infotainment.

HOW? Through the formulas I've learned over time.

FORMULAS that turn basic, boring information into compelling insight for any listener. 

Here's one of my basic formulas: SETUP … INTRIGUE … REVEAL.

Because of this single formula …

So Many Times I've heard “Oren, that was the best interview we've ever had with our podcast.”

Of course it was. THE FORMULA does the hard work. 

So you probably want to know … what's in these grayed out areas?

You need to say very specific things in each stage of the Formula. I've written this to you many times before:

What I say in each section let's me hop on any broadcast or PITCH and nail it.

But THIS NEXT THING I have not shared with you …

I HAVE A METHOD FOR PREPARING …

The kind of rapid prep work that makes it work: SETUP … INTRIGUE … REVEAL …

BECAUSE I DIDN’T WING-IT.

I PREPARE IN ADVANCE. 

Doesn’t matter if its NPR, CNBC, Harvard Business Review …

…. or my friends new podcast about baseball statistics, with 17- listeners, which I HAD to go on because “I owed him one.” 

I don't spend a ton of time on prep, but even for a 17-listener podcast, I do all the homework necessary.

OH SURE … let's be realistic here …

f it's a billion dollar deal, i'm doing THIS:

You definitely have to scale your preparation to the size of the deal.

But for every single interview or pitch … you have to come stack prepared thoughts and scripts. You must have your thoughts organized.

So you can …

PITCH. PERFORM. CLOSE.

Using formulas.

No winging it. Think back to the times you had your biggest disasters or NEAR MISSES …. you were winging it. 

FAST PREP is a universal “swiss army knife” skill that is becoming core to almost every type of relationship and situation that we have in our lives. Even now as we face this global pandemic and business is so messy, ..

You need to learn the new ways to communicate more effectively with others and motivate them to take positive action.

That’s why I believe learning how to pitch an idea, a deal or a product is so valuable that I think it should be MANDATORY training for everyone right now.

With Zoom and conferencing, the idea of “Pitch Me Your Deal” has gone mainstream.

People all over the world want to get “pitched” professionally. 

At the same time, they are tired of lazy “me-too” presentations.

They hate it when you’re winging it. 

“Ummmm”, … “you-know” …. “Stop me if you have any questions” 

These are all signs you’re un-prepared and just winging it.

Buyers don’t want that. And the more dollars involved, the less “winging it” will work.

Which is why if you’re interested in taking advantage of the huge opportunity the learning how to Prepare for a Pitch, Perform the Pitch and Close the Deal, I want to invite you to the LIVECAST that I’m doing.

I’m only making this new training available as part of my Pitch Mastery platform. Here's the details:

YOU CAN DO EVERYTHING I'VE DESCRIBED IN THIS EMAIL.

  • Prepare a great SETUP
  • Use INTRIGUE
  • Control attention until your REVEAL
  • Use FORMULAS to create a compelling interviews, content or a pitch.
  • Rapidly PREPARE IN ADVANCE
  • … and never Wing-it again.

It's worth a few minutes to try this …

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

HOW TO PREPARE FOR A PITCH (AND THEN NAIL THE DELIVERY) IS A PROCESS AND A FORMULA YOU CAN QUICKLY LEARN.

_____________________________________________

I'D LIKE TO SHOW YOU HOW TO DO EVERYTHING DESCRIBED IN THIS EMAIL USING EXAMPLE AFTER EXAMPLE, WITH SPECIFIC SCRIPTS THAT APPLY TO YOUR BUSINESS.

 

 

Look at this receipt from my last “business lunch” …

image

Got this when I flew to Russia to meet a client who was late on a bill …

That's Right … as a “reward” for traveling half-way around the world for a 1-hour meeting … I ALSO got to pay for lunch.

That's B****&#^t's …

I know I know … unprofessional language.

But if you’ve been following me for any amount of time…

Then you already know, I don’t have the most popular opinions…

And what I’m going to share today is probably one of them.

You see, I had just signed a contract with a large billion dollar company in France.

They are so large, they just buy random companies that don't make any sense like Semiconductors, Beer, and Tennis Rackets.

Which makes them the perfect client: Big, Confused and Rich…

Because once we get them “unconfused,” we make them money, and we look like superstars.

But still, they were late on a $250,000 payment to my firm.

Now, I'm not sure what YOU do when someone doesn't pay $250K on time …

But I hop on Kayak.com to book a flight to WHEREVER that person is …

Which put me in a bad airline seat for 13.5 hours …

Heading to Russia ..

Actually, Montenegro, still basically Russia because its years as a Soviet puppet state, where “The Big Client” was at an industry conference.

The James Bond connection…

In the film version of Casino Royale James Bond and Vesper stay in Hotel Splendid in an unidentified town in Montenegro.

This was the “unidentified town” and was my second visit to the James Bond hotel, but of course I didn't have a cool gun, I didn't even have a charged cell phone, it had died hours ago..

My contact was “Gustave” who I had never met, but we had spoken several times.

Nice Guy.

Until he stabbed me in the back and held up my payment…

I found Gustave in the conference room just before lunch. As the CFO of The Big Client … he controls the payments, and was the person I needed to talk to.

image

SUPRISE!!!

“Hi Gustave, it's me, OREN from Pitch Anything. I flew out here to see you … Got time for a quick lunch??

Gustave replied, [insert many french words here.]

So … VERY RELUCTANTLY, Gustave came to a lunch with me to discuss the missing payment.

I had with me a printed copy of the SIGNED contract …

Whereupon … page 6 … it clear states:

 

$250,000 PAYMENT UPON EXECUTION OF CONTRACT

 

Or in other words, “YOU SIGN THIS PAPER, YOU PAY RIGHT AWAY.”

Gustave was shaking his head … wagging his finger and saying “non, non, non.”

I don't speak French but I'm pretty sure NON doesn't mean “yes.”

What Gustave said next really surprised me:

“Oren, Please understand that the words “execution of contract”, in French, means “when you finish the work.”

F****&#^[email protected]

Gustave … Are you telling me you think “Upon Execution” means something different then UPON EXECUTION?

I continued, “I've done a thousand of these agreements. You just sign, then you pay, and the work gets done… I can't believe we're even talking about this!”

OK, GUSTAVE, I guess we are now NEGOTIATING.

Which is something I hate doing: Negotiating AFTER an agreement has been signed and we have started doing the work.

Now you’re understanding my real life.

20 hours of travel…

3 hours of sleep…

Dead phone…

Dead laptop…

Drinking beer the flavor of chicken soup…

Last 9 meals on airplanes….

image

And now I'm renegotiating a signed agreement with a billion dollar client?

 

And so here's what I tried with Gustave:

  • I was clear about the issue. …
  • And “optimized” my message for positive “rapport”
  • I adopted a mindset of inquiry…
  • Was patient with the language barrier …
  • Was comfortable with awkward silence…
  • Tried to “preserve the relationship”….
  • And was consistent with my emotions and language…

…and I did 22 other “conflict resolution” things you're SUPPOSED to do in these situations.

That got me nowhere.

And this is The Moment when I learned:

Negotiation books are full of B.S. that some New York City cop figured out from Hostage Negotiations … when everyone was packing a machine gun and helicopters were flying overhead and they had 12 hours or 100 hours or WEEKS to figure it out …

And this academic negotiation “stuff” was NEVER tested in real business deals… Like the one I was in right now.

That's when I finally realized …compromise is not always the best strategy … and …

 

IN BIG DEALS, NO GOOD DEED GOES UNPUNISHED

 

In other words, big companies will take advantage when you try to be reasonable and make concessions.

Because in this situation no matter what I did to try and be reasonable, it backfired in my face and lost me money.

So after nothing else worked, here’s what I decided to do:

I stopped covering my words with sugar …

I disagreed boldly with a very powerful customer…

I told THE TRUTH.

I pointed my finger at the stack of papers on the lunch table, our CONTRACT.

I said, Gustave, this is a 2,000 word contract. It says “you pay” in 20 different places. You're picking ONE WORD to play games with, and that's No Good.

I think it's below your status as Chief Financial Officer.

I know it's embarrassing for you.

And … I just don't allow you to do this to me …

But MOST IMPORTANTLY … I don't allow you to do this to yourself. You're a good person but THIS is beneath you.

At that moment …

I STOPPED MAKING CONCESSIONS…

AND HELD GUSTAVE ACCOUNTABLE FOR HIS ACTIONS.

 

It turns out, even In big deals, YOU CAN Speak your mind without losing the deal.

You CAN stick to your guns (even if it leads to tension in the short term)…

You can have a conflict of ideas on intractable issues to find big resolutions.

You DON'T need to be stubborn or hot-headed…

But instead, just frank and honest.

The other side will take you more seriously, and eventually, they’ll learn to be just as bold with you.

The TRUTH from both sides will bring you to a place where there is no more backstabbing or contract changes.

That lunch with Gustave was very uncomfortable, but I left with an agreement to receive $250,000 within 72 hours.

I left that meeting, which was 6,400 miles from my home … with a lot more than $250K:

  • Confidence I’d been firm and fair
  • Self Worth
  • A feeling of Impact
  • Fulfillment
  • Connection with another human
  • Reduced Stress
  • Sense of Control over uncertainty
  • The core feeling of NO FEAR

Yes, I know what you're thinking …

In this quick email, I made this all sound pretty easy … but as you can imagine, there's some careful technique involved with telling THE TRUTH in difficult situations.

Because the TRUTH hurts, and you deliver it in the wrong way, people will pack up their toys and go home.

My partner Russell once told me..

ONLY 3 KINDS OF PEOPLE TELL THE TRUTH…

– KIDS

– DRUNKS

– AND ANYONE WHO IS REALLY PISSED OFF

So just “blurting out” your “truth” is not the way to win a negotiation.

But you should learn the techniques…

Because when you learn this, you can keep your edge, and stay true to your values …. and say what you mean… even if it doesn’t please everyone.

So Right Now, if you're in a tough deal …

Or are dealing with a contract negotiation…

Or need to close a deal that is stuck…

… and you would like to hold people accountable for their actions…

And you need stop last minute contract changes…

…and STILL close the deal…

________________________________________________________________________________________

 

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

Join my worldwide community of Dealmakers here

 

 

 

Question: Is the “work version” of YOU different from the “weekend version”?

Would I even recognize the ‘weekend you'??

image

The two versions of me are almost exactly the same:

  • Enthusiastic
  • Technical
  • Open-minded
  • Friendly

So here's the big difference:

The “work me” SELLS products & services (and makes money.)

While the “weekend me” BUYS products and services (and loses money.)

In other words, Friday, Saturday and Sun … I buy lots of stuff.

How much “stuff” are we talking about?

I buy about a million dollars a year of motocross gear, tools, pickup trucks … you know … alll the stuff I “need” to enjoy life.

For example, last Saturday I really “needed” some new tools.

WHOA!!

For $1,200 you don't get much from the SNAP-ON tool company:

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WAIT A SECOND …. SHOULDN'T “14 WRENCHES” COST ABOUT $75?

NO. THE SNAP-ON SALES GUY HITS ME WITH $1,200.

Here's the crazy part about this story …

If you go to Home Depot and buy Husky tools INSTEAD, the same basic thing would have cost $80.

Holy crap … with these SNAP-ON people …

… just 1 wrench costs 76 BUCKS.

image

From the AVERAGE BUYERS PERSPECTIVE –

The EXACT SAME TOOL costs 15X more … but it's hard to “see” the difference.

This is no fluke.

SNAP-ON IS A $8 BILLION COMPANY …

… and they know exactly what they are doing.

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Start by thinking about how much YOU charge your customers.

When people say to you, “How much do you charge?” … Well, are you a little nervous? Are you embarrassed?

I'm always nervous when PRICE comes up.

Because my prices often start at a $1 million.

So just imagine when I first got started … how un-smoothly this “price conversation” happened …

BUYER: “Oren, it all sounds good, but how much is your service”

ME: “Oh … the cost? well, glad you asked … it's about ONE MILLION.”

THEN I immediately changed the subject …

Because my “price” was 10X more than they “thought” it would be.

Even the billionaires I deal with don't like to pay this much …

Anyway, I don't have this problem any more.

Today, I don't go near the subject of price … until I re-frame the competition.

Competition is a way bigger issue than “price.”

Oh, and by the way, YOU think you have a lot of competition?

HA. I LAUGH at your competition.

Come work with me for a day.

I'll show you what it feels like to have COMPETITION.

For example…

…. you know that kid who graduated from Stanford last week?? Well, he says he does exactly what I do (only much better.)

Also, JPMorgan and CreditSuisse say they do “the same thing” as I do.

AND so do half the people on Upwork, Fiverr, ZipRecruiter…

… and so does some dude on LinkedIn named “Lucas” from Brazil … he also does “the exact same thing as Oren.”

Completion and Price are tough obstacles.

THIS IS WHY you might want to copy what SNAP-ON does to re-frame the competition and price their products at 15X…

I copied them and it worked perfectly:

FIRST, Anchor your price HIGH Because Price Is A Strong Signal of Product Quality.

You know the story:

  • A $10 wine is a good value, but it probably won’t taste very good.
  • $20 wines probably taste pretty good.
  • $70 is expensive, but I’d buy one for a special occasion.
  • $240 wine? Congrats, I won Dad of the Year … again! 🙂

In other words, your price is a PROXY for how good your product is.

SECOND, You Should Actively Avoid Negotiators, “Debate-Club-Heros” and price-shoppers.

If the Buyer keeps bringing up price one, two, three and four times… DUMP HIM.

I've never seen a REAL BUYER hammer away on price when the other terms were great (financing, services, delivery, guarantees etc.)

You need to find out quickly if a Buyer thinks it's “ok” for you to make money on the deal.

If he literally does not want to take money out of his bank account and put it in yours … dump him.

THIRD, it really matters WHEN you introduce price.

This is a tricky subject – because buyers want to know immediately “how much is it?” So should you cover price in the beginning, half-way through, or at the end?

Think of it like this

1. You should Reveal the Price (or valuation) as the very last discussion item in the meeting.

2. BECAUSE, as soon you disclose the price, they are gone.

(Oh, they might still be on the phone or in the meeting, but they are not paying attention, instead researching other options and trying to validate your pricing.)

HOW TO REVEAL THE PRICE
IS A PSYCHOLOGICAL FORMULA
YOU NEED TO LEARN.

HERE'S WHAT I DISCOVERED ABOUT “REVEALING THE PRICE” THAT IMPROVED MY DEALMAKING:

1. The moment your presentation becomes boring/useless….. you'll start to get questions about price.

2. Buyers who negotiate too hard on price always become rotten apples and you'll wish you never met them.

3. Price is a PROXY for the quality of your product.

4. You should not discuss price until FOUR other topics are fully covered (the first is “your competitors.”)

5. When you REVEAL THE PRICE … the meeting has ended (even if you think it's still going.)

I discovered you cannot sell a big account today UNTIL you can correctly reveal the price of your products and services … and move directly into closing the deal.

I'VE STUDIED THE PSYCHOLOGY OF THIS SUBJECT AND MARRIED MY RESEARCH TO REAL DATA.

I'VE DONE “PRICE REVEALS” ON $2 BILLION OF DEALS.

AND I'M GOING TO SHOW YOU EXACTLY WHAT I'VE LEARNED ABOUT REVEALING THE PRICE.

It's important to avoid mistakes around “price discussions” …

Until someone believes that your product solves their problem, that the competition is irrelevant, that you're an expert in their problem etc etc, … you won't have them interested in your deal — and there's no point getting into “price”

THIS IS A CRITICAL SKILLSET.

________________________________________________________________________________________________________________________________

 

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

Join my worldwide community of Dealmakers here

From the author of Pitch Anything & Flip the Script

Do you have any weird talents?

My weird talent is “explaining things.”

The more complicated something is, the better I can explain it.

You might be surprised …. how I could explain your company better than you.

My secret, if you can even call it that, is that I rely on FORMULAS – so I don't have to think hard before I explain anything.

I LOVE FORMULAS, and I've learned …. there's pretty much a formula to get through every business situation.

Let's try this out …

Quick …. go find the 5 Most Random Things In Your Office.

(take a picture and send it to me if you can, love to see your stuff!)

Here's mine.
1. Bearface Whiskey received as a gift
2. Kabuki Pain Pill
3. Manual Shift Knob from a Focus RS race car
4. Zoom recorder
5. Some medicine from a Mexico trip, expired 4 years ago

CAN THERE BE A SIMPLE FORMULA THAT INSTANTLY EXPLAINS ALL THESE RANDOM ITEMS?
There definitely IS.

Let's take the weirdest of these items … it weighs 44lbs, costs $300 and is correctly named “The Pain Pill”

I'LL GIVE YOU THE FORMULA THAT CAN EASILY EXPLAIN THIS WEIRD THING OR ANY THING YOU SELL, BUT FIRST:
I have to point something out ….

These Formulas that I email every week are tested and stable.

They are developed in the real world, at my job, where I help sell companies … and make people insanely rich.

I've helped 387+ entrepreneurs get ultra-rich …

And these guys do all the dumb stuff you would expect …

they buy yachts and race-horses and castles in the south of France and Honus Wagner baseball cards for $2.8 million and they get crazy girlfriends in foreign countries.

They buy jet airplanes and open restaurants in Paris with their name on it in gold lettering.

Two of my clients owned the highest priced Ferrari's in the world.

Is it exciting to live in this world?

Trust me …. NO … it's not what you think.

It's a big YAWN.

Because want to know how many of these guys I'm truly friends with?

ONE.

One guy.

think about that number.

out of a 380 people … why has only ONE become a friend?

Because …

these are not good people. (sorry guys … sue me.)

So I KNOW FIRST HAND, you don't need $50 million to be a great person.

You only need $49 million …

Kidding.

While you are learning all these business formulas (and I'm about to give you 30 solid formulas) …

Make sure to learn the one formula I don't teach: happiness and contentment.

I know, you're probably thinking …. “Hey Oren, f***k off, I don't need another motivational coach.”

Fair point! … especially since, “motivation” is not what I'm good at.

I'll get back to the FORMULAS now, but … please note …

I would love to see you end up hugely successful, but also … as a GOOD PERSON.

Anyway, back to the coal mine … let's learn some Methods & Formulas!

YOU NEED THREE BASIC IDEAS TO EXPLAIN ANYTHING TO A BUYER, INVESTOR OR PARTNER.
First, you have to put your thing in CONTEXT of human suffering … even if it's a stapler, accounting software or whiteboard marker (yes, even staplers cause stress and suffering.)

Then, you need to have ignite their CURIOSITY about the thing …

And finally, use CALCULATIONS to cement your explanation.

1. CONTEXT
2. CURIOSITY
3. CALCULATIONS

For example, I'd explain the “Pain Pill” [that weird thing pictured above] like this:

“You ever feel bone-tired and have low-motivation?

That's your body saying that you should rest …. drink a beer … take a few days off.

Or maybe it's NOT saying that … but what else could it be?

How about this?

It's Anger …. stored in your 3 major back muscles.
It's Fear …. stored in your 4 stomach muscles.
It's Burdens … stored in the THIRTY FOUR muscles of neck and shoulders.

That's FOURTY ONE muscles causing 11% decreased blood flow, 16% lower oxygen delivery, 20% more lactic acid buildup, and accumulation of 10 major toxic metabolites.

The Pain Pill gets into each of those 41 muscles because it weighs 44-lbs and can concentrate 200 pounds of force to release the knots causing all kinds of pain, tension, stress and exhaustion.”

DONE.

Weird thing fully explained in 117 words … or 31 seconds of talking.


If you look back through those 117 words, you can easily see this works because of the 3 elements:

CONTEXT in terms of human emotion and suffering…
CURIOSITY about the cause of suffering….
CALCULATIONS to make your words truthful.

If you can learn this formula, you're going to have control over any business situation you find yourself in ….

Because there's always ONE CONFUSING THING that stops buyers from buying …

Which is exactly when you step-in with Context, Curiosity and Calculations …

To clear everything up …

And close that deal.

Got it?

I think it would help if you saw me do this in person a few times …

To give you these skills, I'm going to do something I only do twice a year:

On June 26th I'm going to perform a pitch for you to see, evaluate and learn from.


WANT TO SEE ME GIVE A CORPORATE PITCH … USING 30 MAJOR PERSUASION TOOLS?
What I introduced you to today is 1 of 30 specific tools I use in every single pitch.

You should watch me give this pitch.

THEN I'm going to break it all down for you:

5 tools for starting a presentation with a BIG IDEA
3 tools for RAISING THE STAKES
3 tools for SETTING THE STAGE
4 tools for CREATING CERTAINTY
3 tools for CONTROLLING THE TIMEFRAME
4 tools for showing your EXPERT STATUS
2 tools for explaining WHY NOW
5 tools for CLOSING THE DEAL
1 tool (the only one that works) for GETTING THE MONEY IN

Does that seem like a lot to do?

It is …. but it really isn't.

When you have these FORMULAS, and you try it out a couple of times, you'll see how I've been able to do this 1,000+ times, selling companies and closing deals.

I AM DOING A FULL PITCH AND SHOWING YOU THE 30 TOOLS on FRIDAY, JUNE 26TH AT 12PM PST
Join me on this rare Livecast event called “THE 30 MAJOR PITCH TOOLS”

This one-hour will open your eyes wide – and turn you into a hardcore dealmaker.

To get into THE 30 MAJOR PITCH TOOLS Livecast Event… you have to join Pitch Mastery here.

> Join Pitch Mastery to access THE 30 MAJOR PITCH TOOLS Livecast
You can get access to this event: THE 30 MAJOR PITCH TOOLS, only from inside Pitch Mastery.

Are you doing this? It's going to change everything you do.

JOIN HERE-

Oren

PITCH MASTERY ACCESS and THE 30 MAJOR PITCH TOOLS