Accelerate! With Andy Paul

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals. Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals. Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals. Objections come from two reas