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The bestselling author of Pitch Anything and Flip The Script takes time out of his busy morning to entertain and discuss pro-level sales methods and ways that top companies close their big deals. This is a fast-paced and high-energy conversation about dealmaking at every level. Oren Klaff provides the kind of real-world experiences and examples you can use to break through to your next level. One short episode is enough to hook you.
Episodes
Friday Apr 09, 2021
Friday Apr 09, 2021
Want to hear how I “close” any deal?
And here we go.
At the risk of making it sound too simple, everything I do is based on two words: EXPERT CREDENTIALS. In other words, I establish Authority.
For example, let’s say I’m trying to close a client in healthcare ....
Initially, I don't do the talking.
I bring my best friend Craig to the call ….
You know ... Dr. Craig Smucker, PhD, Board Certified Orthopedic Surgeon ...
PhD in Molecular Biology at Johns Hopkins University.
Orthopedic Surgical at Columbia University
Board Certified Orthopedic Surgeon
Yeah, that guy.
Craig, errr, I mean, Dr. Smucker, will quickly establish us as an absolute authority in the medical field, and usually in whatever technology the client has.
After 10 minutes of that, he turns the call over to me.
I give the business Pitch, and it’s a done deal.
Think of it this way: without credible authority, the buyer will find 927 reasons why he can’t move ahead.
Your AUTHORITY gives him the one reason he needs to do move forward and do the deal.
This works of course because humans have evolved to obey authority figures, who in early civilizations almost always had a greater allocation of resources, critical information about food or medicine, and other means of survival.
But you're probably thinking .... who wants to get a PhD in Molecular Biology or similar credentials?
Not me.
I have a different method for creating authority. And it's much more time- efficient.
Check out my video on all this.
In about 3-minutes I'll show you where to use Authority in your next pitch, and how to establish Authority in the first place.
