Flip the Script

Getting People to Think Your Idea Is Their Idea

By: Oren Klaff

Narrated by: Oren Klaff

Length: 6 hrs and 16 mins

Publisher's summary

THE BEST-SELLING AUTHOR OF PITCH ANYTHING IS BACK TO FLIP YOUR ENTIRE APPROACH TO PERSUASION.

Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready?

If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist.

What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.

That's why Oren is throwing out the old playbook on persuasion. Instead, he'll show you a new approach that works on this simple insight: Everyone trusts their own ideas. If, rather than pushing your idea on your buyer, you can guide them to discover it on their own, they'll believe it, trust it, and get excited about it. Then they'll buy in and feel good about the chance to work with you.

That might sound easier said than done, but Oren has taught thousands of people how to do it with a series of simple steps that anyone can follow in any situation.

And as you'll see in this book, Oren has been in a lot of different situations.

He'll show you how he got a billionaire to take him seriously, how he got a venture capital firm to cough up capital, and how he made a skeptical Swiss banker see him as an expert in banking. He'll even show you how to become so compelling that buyers are even more attracted to you than to your product.

These days, it's not enough to make a great pitch.

To get attention, create trust, and close the deal, you need to flip the script.

©2019 Oren Klaff (P)2019 Penguin Audio

Critic reviews

“In Flip the Script, Oren Klaff gives readers powerful tools that will help them get what they want. Instead of trying to convince people to buy what you’re selling, his techniques will show you how to create an entirely different dynamic. A game changing read." (Daymond John, co-star of Shark Tank and author of The Power of Broke and Rise and Grind)

"Oren Klaff is one of the most engaging writers in the business world today. Flip the Script is hugely entertaining--you'll find yourself eagerly turning the pages, engrossed in Klaff’s remarkable tales of deal-making... then suddenly look up and realize he's just taught you a whole new set of complex sales techniques, and somehow made it fun." (Matthew Dixon, coauthor of The Challenger Sale)

"Oren Klaff should have been a spy. He could recruit and sell anyone. The stories in this book will keep you on the edge of your seat and show you how a true master of influence operates. In these pages, Oren shares the tradecraft you need to close any kind of deal." (Jason Hanson, former CIA Officer and author of Spy Secrets That Can Save Your Life)

Loved it! Fun, motivating and insightful!

Spent 20 years in field sales implementing 401(k) and deferred comp plans and nine years in management, as a sales trainer. I broke down Flip the Script to fit “my” field of sales and I can’t wait to share it with my team. We can all use a little Oren in our presentations!

Exceptional!

One of the top 3 books I have read in the past 2 to 3 years. Great stories, and extremely valuable information a d strategies.

Entertaining with good ideas

Oren's book was very entertaining, He used stories that held my attention to demonstrate each concept. He was a great narrator as well, as you can hear the passion in his voice as he spoke of the concepts and reminisced over his stories. The stories were also not all just standard sales and marketing stories, but stories from a variety of industries, including one selling an eSports gamer into joining a team. I couldn't stop listening mid-chapter and leave on a cliffhanger. I wanted to know what happened next. Definitely a good buy.

Second to ‘pitch anything’

I enjoyed the book, but I think his first book on here “Pitch Anything” was better. There are some redundancies here and I would have liked to hear more applicable knowledge. Overall a solid read and there are things that can be applied. It surely is not a self-help sales book and I appreciate that. 4/5 from me.

Klaff back at it again!

this book continues to add some great ideas on pitching anything. At times, I felt that it spent too much time story telling and not enough time explaining the info, but it was still a must-read.

Enthralling

I can’t get enough of Oren. I love his stories and his novel approach to sales. Such a fun book to consume.

Not a boring read & the modern mans sale style

The stories In this book are relatable and told in spectacular fashion. I love Orens Klaffs energy. The ideas you’ll get and the selling style you’ll hear of are what makes this a great sales book. The out of the box thinking and the relaxed style pitch is what it takes to sell today. My favorite sales author used to be Tom Hopkins but times are changing and Oren Klaff is leading the new sales methodology.

Perfect content

This was a book I needed. It came to me at the exact moment I needed it. I recommend Oren Klaff’s books.

An absolute must for anyone in business

I learned so much on what I was doing wrong and how to do it right to be ultra successful. I’m very grateful for this book and for the author.

Riveting. BLEW, MY, MIND

BLEW, MY, MIND, and I don’t say that lightly. It’s been a very long time since I’ve read a book and immediately can’t wait to read it again.

I’ve read, oh geez, maybe 200-250 sales & marketing books, courses, I have 17 terabytes of marketing material. Most goes in one ear out the other. Everything from the old Zig Ziglar & Og Mandino stuff to the newer neuroscience material like Russell Granger’s “Seven Triggers to Yes”. There’s maybe... six, that have truly impressed me. I keep reading them because occasionally I pull something novel from one that I apply, like Jordan Belfort’s recent offering had some decent material about voice tonality that I found I could apply. Oren’s last book “Pitch Anything” was very good. This book... was riveting. You don’t often call a sales book riveting.

If you are a venture capitalist, you pitch venture capitalists, affluent or high status individuals, or are in sales or marketing of any persuasion, it’s MANDATORY reading. It’s not that I didn’t know any of it, but just the way it’s organized and also very entertaining. The stories and examples come to life like a superb novel. He says he fictionalized some details to protect the confidentially of his clients but you can tell these are absolutely real examples from real experience in high stakes persuasion.

I was listening on audible and at one point I’m thinking to myself, “why would he even put this out? I would keep this all to myself.” Later however, as you see the application in more diverse scenarios, you know, that it doesn’t matter - that if you needed to lock down a multiple million dollar deal, furnished with this knowledge or not, you are calling Oren Klaff and paying him whatever he wants.

I can’t recommend a book enough. Brilliant to the tenth power.