Flip the Script

Getting People to Think Your Idea Is Their Idea
Narrated by: Oren Klaff
Length: 6 hrs and 16 mins
4.7 out of 5 stars (721 ratings)

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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 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

"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)
 

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What listeners say about Flip the Script

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  • Overall
    5 out of 5 stars
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    5 out of 5 stars

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.

6 people found this helpful

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    2 out of 5 stars
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Oren likes to talk about himself.

And, yes, he does have some good stories. But, this book doesn't really have good substance on HOW to "Flip the Script".

4 people found this helpful

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THE BEST PITCH BOOK EVER MADE

Throw out all your sales books... Trash every pitch idea you have ever had. Most 2nd books I read or listen to go in the trash. Oren is not that guy. This is literally the pitch book to end all pitch books. I found Pitch Anything amazing and transformative. THIS BOOK "FLIP" is now the Bible for my agency. This is like Kung Fu taught by Shaolin Monks for Pitching. Finished the book in 2 days while busy pitching deals and I am already on my second listen. In truth I want to memorize this book and every person I higher or promote will have to pitch me the way this book describes on their promotion. The newbs will have to read this book and use the formula to pitch me on why I should keep them after 90 days. If you don't buy this book - I'll be looking forward to stealing your deals.... Thanks Oren. I am eagerly awaiting the next one and the training course.

4 people found this helpful

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    4 out of 5 stars

Not as helpful as the 1st

I was really excited to hear this. He started in and I was disappointed from beginning to end. It felt like a reach at best to revamp a “system” and fell short of teaching anything of substance, to me. If someone is just starting out, maybe it could be helpful, but for me, no. Just a rehash of what we in sales do every day. He just put names on it and called it a technique.

3 people found this helpful

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    2 out of 5 stars
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Such a disappointment

I don’t even want to waste my time on the irrelevant scenario book. I hope audible refunds.

3 people found this helpful

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The secret behind learning this material

LISTEN TO IT MULTIPLE TIMES!!! Don't make the mistake of listening to this one time and relying only on feel good feelings "great book, I so much enjoyed it..." Blah, blah, blah... this is a book to be studied, implemented and mastered! If you only have the audiobook, buy the written book and vice versa... Then lock yourself in a room for a week and tear into it. Deconstruct your businesses sales orientation and networking processes and integrate Oren's teachings. THAT'S HOW YOU GET THE MOST OUT OF THIS BOOK!

9 people found this helpful

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Bragging and Glory Stories

All of the strategies represented in this book could have been condensed to about 20 minutes. All of the sales skills represented are told in long drawn out glory stories of closing huge multi-million dollar deals that the author supposedly closed. I found it boring, and struggled through it. If you are looking for sales or closing strategies that work, go with Hopkins , Mike Weinberg , or Cardone. Do not waste your time with this! Time is something you can't get back.

2 people found this helpful

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    5 out of 5 stars
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compelling sales book

had fun stories and organized the sales process in a novel way. I highly recommend

2 people found this helpful

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Genius

The way its constructed in almost a story mode feel helps you to grasp and understand what is being taught. Oren is great at storytelling to get you to understand the teachings. Looking forward to diving into this a few more times.

4 people found this helpful

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Not a talented writer.

This guy tries to be a storyteller, but doesn’t have the skills. It overly verbose, and sounds like a 9th grader’s essay. The material is not great, either. It’s a long slog to get through this very shallow discussion. There is no substance to it. I recommend a hard pass on this one.

2 people found this helpful