by Oren Klaff
In the final delivery of your ideas, if you’re considered an insider and an expert, if the buyer knows why they should care about your idea, what’s in it for them, and why you; if you acknowledge their concerns or objections, and guide them through the process of buying your product; and in all this they find you to be a compelling person, they will search for, find, and suggest a way to do business with you.
It can be nerve-racking to attempt Inception, especially when you give autonomy to the buyer to make his own decision. This pressure intensifies when you’re dealing with someone with a lot more power than you, or if you’re stuck on a team that’s used to doing things the old way. In these scenarios, it can feel tempting to fall back on the old sales methods you’re used to. You have to resist this temptation. While it feels safe to resort to your old argumentative sales methods (because everyone feels like they have “a shot at closing” when trying to overcome the buyer’s objections), doing so will undermine any progress you’ve made towards encouraging your buyer to work with you.
If you stick to the steps and practice your delivery, you’ll be flipping the script, incepting ideas into the buyer’s mind, and stacking up many financial wins and social rewards.
Soon, the people you want to work with will find their way to you, start pitching you on the idea of getting together, and doing a deal.
If you want to join me in one more adventure, I invite you to read the lost chapter, an important story and set of methods that didn’t make the publishing deadline of this book but definitely should be read.
You can read it at orenklaff.com/flip [inactive].
ABOUT THE AUTHOR
Oren Klaff is one of the world's leading experts on sales, raising capital and negotiation. His first book, Pitch Anything, is required reading throughout Silicon Valley, Wall Street and the Fortune 500, with more than 1,000,000 copies in print worldwide. He has written for Harvard Business Review, Inc., Advertising Age, Entrepreneur and has been featured in hundreds of periodicals, podcasts and blogs. He is an investment partner in a $200 million private equity investment fund and in his spare time is a motorcycle enthusiast.
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