Fwd: How to Sell to Bill Gates or anyone at that level

---------- Forwarded message ---------
From: Oren Klaff <oren@pitchanything.com>
Date: Wed, Sep 30, 2020 at 7:24 AM
Subject: How to Sell to Bill Gates or anyone at that level
To: <stevescott@techacq.com>

They have more power than you, but will you have more skill?

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Are you the kind of dealmaker that can handle Bill Gates? It's a ridiculous question because ... no one is at that level. I know this first hand because ...my client recently sold his company to Bill Gates. Not to Microsoft .. he sold the company to directly to Bill.

At the start of the sale, the dealmaking looked easy because Bill was all-in with "TWO THUMBS UP" ... But I knew it wasn't going to be that simple ... In a deal with such a notorious negotiator, you still have to pay attention to the other guys around him. In fact, THIS is the guy I was worried about (and you have to worry about him too.)

You will always find a finance / legal guy like this, and he's going to crush the deal if you aren't prepared to deal with him directly. Even though Bill was giving us buying signals ... Even though Bill wanted to do the deal. Bill still pays these other guys to SANITY CHECK the decision to "move ahead." He pays them to crunch the numbers. He pays them to look for cheaper alternatives. This is why they are so eager to grind on you and always posture for a better deal. Until these other guys are "SIGNED OFF", the deal will not go forward, it will not go backward. It's stuck. And that's why you'll keep hearing "... next week." and then "next week" and then "next week..." Eventually the deal just dies.

I know first-hand how to get the "nod of approval" from everyone involved.

Remember, as soon as the Numbers Guy or the Lawyer-guy shows up, he's in "KILL MODE".

The "Numbers Guy" usually jumps in late. He hasn't seen your Full Pitch. Anyway, to him .... it's just a bunch of slides. To him, It's all just a bunch of ideas and blah blah blah and RISK. To him, it's just "one more thing" he has fit in the budget. And usually -- there's no more budget. You will face this reality in every deal. Yeah, the real world kind of sucks. It's a minefield of Budget Review ... ROI ... Key Metrics ... Key Stakeholders ... Redline Agreements ... Legal Review ... This is all the corporate MBA psycho-babble that keeps your big deals from closing. It doesn't matter that you're offering the absolute top-of-market product, the best technology, highest level service, world-class experience, valuable relationships, amazing terms ... and have years of credibility. Sorry ... but what you offer has to neatly boil-down into: a few numbers and a standard legal contract. Knowing this boiling-down has to happen, DO NOT let "The Numbers Guy" or "Legal Guy" take control of your deal. I recommend using 3-strategies to stay in control, which have been backed by my own behavioral research: You need a certain scripts to use these 3 strategies and I will provide them to you on October 9th.

If you let them create a big "deal committee" ... your deal dies. Large groups are much more likely to make biased decisions against you. For example, I've found that groups with five or more members are more susceptible to slow-decisions, high legal-costs and poor-communication. The larger the group, the greater the tendency for its members go down different legal, technical and negotiation "wormholes" - making it impossible for them to arrive at a single conclusion to go ahead with your deal. Small group = fast decision. Over time, I've found a way to ensure the Buyer will only use a small group of advisors. You need a certain kind of script to do this and I will provide it to you on October 9th. On Oct 9th I'll also show you how to ... put an expiration date on their expert's "knowledge."

Bill Gates and every other powerful decision makers will always hire some kind of Expert to help them make "more informed decisions." I have grown to hate outside experts. Their "expertise" is usually 1-2 years behind ours. Allowing their "experts" to be involved in the decision-making can easily sway their group in the wrong direction. The solution I've developed is: 1. Invite their experts to provide their opinion ONLY on a narrow, clearly defined topic, and 2. Re-position the Expert as a bit out-of-date because of recent changes in the market, in technology and in regulations. Is this really necessary? 100% every time. You need a certain kind of script to re-frame and re-position the Buyer's "Expert" and I will provide it to you on October 9th.

They need to feel like they've "pushed back" on your deal and negotiated hard. This is why you need to give ONE person on their team permission to drill holes in your ideas, to crush your theories, to harshly test your assumptions. My research shows that empowering just one-person with the permission-to- challenge-you keeps everyone from challenging you simultaneously. This can lead to significant improvements in decision quality, decision speed and outcomes. You need a certain kind of script to do correctly or it could backfire on you so I will provide the correct scripts on October 9th. Of course, following these steps won't always deliver a great decision in your favor ... Just kidding, yes it will. Use these three steps with any "Bill Gates" kind of buyer and you'll be in excellent position to close the deal. I know this first hand because this is exactly how my client closed the deal with Bill - and it will work for you as well.

You're going to meet a lot of CFO-types, Legal Advisors and "control freaks" in your business deals. For example:

The Corporate Lawyer ... he wants to kill or drastically slow down every deal The Chief Financial Officer ... thinks you should sell your product at 0% profit The Head of Engineering ... doesn't want you to have access to any data The MBA ... has 5-friends from Stanford who "do what you do" for a lot less The Assistant ... who kills more deals than you might think The Data Guy ... is going to test your "assumptions" in a new data model even though he has no idea what you do. Until you learn to recognize and work with each of these character types, you'll be stuck in deal after deal, frustrated and unable to get it closed. This is why my next LIVESTREAM is going to focus entirely on THE 5 MAJOR CHARACTER TYPES IN EVERY DEAL:

IF YOU'RE IN SALES OR A DEALMAKER, YOU'RE GOING TO BUMP INTO EVERY CHARACTER-TYPE I'VE DESCRIBED IN THIS EMAIL.

HOW TO PITCH AND WIN DEALS WITH EVERY MAJOR CHARACTER TYPE IS BASED ON SCRIPTS AND FORMULAS. YOU CANNOT WING-IT.

My goal is to give you the ultimate professional methods to with the most common -- and most difficult -- character types. In other words, I want you to become a TOP DEALMAKER. I'D LIKE TO SHOW YOU IN-PERSON HOW TO DO EVERYTHING DESCRIBED IN THIS EMAIL .

join me FRIDAY OCTOBER 9th AT 12PM PST for "HOW TO DEAL WITH THE 5 MAJOR CHARACTER TYPES IN EVERY DEAL."

THIS IS A CRITICAL SKILLSET. It's extremely powerful and effective. But there's almost no-way to learn this on your own. You can get this ADVANCED SKILLSET by joining my upcoming LIVECAST. To get into this Livecast Event... you have to join Pitch Mastery here. FRIDAY OCTOBER 9th at 12pm PST (Los Angeles)

> Join Pitch Mastery to access "HOW TO DEAL WITH THE 5 MAJOR CHARACTER TYPES"

Here's how it works: You can get access to this event ... only from inside Pitch Mastery. Are you doing this? It's going to change your business and your ability to create revenue. JOIN PITCH MASTERY HERE Membership gives you access to October 9TH for

HOW TO DEAL WITH THE 5 MAJOR CHARACTER TYPES

... ...

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Fwd: A killer movie scene that shows you how to close any deal

---------- Forwarded message ---------
From: Oren Klaff <oren@pitchanything.com>
Date: Thu, Sep 10, 2020 at 7:45 AM
Subject: A killer movie scene that shows you how to close any deal
To: <stevescott@techacq.com>

...I've reverse engineered this one great scene -

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Sometimes ... you find a movie scene so full of good ideas ... It's worth watching over and over and over .... like this one:

This is the PIVOTAL scene from The Big Short ... Where Jared Vennett closes a $50 million sale. Even though he does almost everything wrong ... He's rude ... He's in-your-face ... He says things like "I smell money ..." (Crazy, right? I hope you never tell a prospect, "I smell money... ") Jared manages to do very few things well. But he does 3 things... that close the deal. $50 million. SOLD. I'll break down Jared's Best 3 Strategies for you right now.

In the movie, Jared is offering the Buyers a 20X return on their money. 20X ... It's a huge win for everyone, but ... ... it seems "too good to be true." This makes the Buyers uncertain. They argue about his "reputation. And they definitely don't like his attitude. But what's the one thing they LOVE about his deal? His knows his numbers. ...this is where Jared starts to show real genius:

The numbers just roll off his lips when he says, "I've seen some deals that are 65% AAA rated that are actually full of 95 percent subprime shit with FICO's below 550." COLD. HARD. NUMBERS. What are the numbers that matter your industry? Do you know them cold? If you have strong metrics, make sure to bring this up early and be specific. Here's Jared again, nailing the numbers down. "... these B and BB level bonds went from risky to complete dog shit. I'm talking rock bottom FICO scores, no income verification, adjustable rates... Dog shit. Default rates are up from 1 to 4 percent. If they rise to 8 percent -- and they will -- a lot of these BBB's are going to zero." Numbers, numbers numbers ... Notice ... HE NEVER SAYS SOMETHING THAT DOESN'T HAVE A NUMBER IN IT. AND most importantly ... if you watch the Jared pitch scene carefully ... He doesn't pitch alone: ...he brings a team.

You need a pitch team with good chemistry that knows how to pitch together. A team is much more trustworthy than one senior person who does all the talking. Oh I get it ... YOU probably already have a "TEAM," so you think .. "Oren, this is nothing *new*, we already do this." Well, let's just DOUBLE CHECK you're doing it correctly: First, make sure you never bring team members to a meeting who say nothing... ... or have no clear expertise. The single purpose of a pitch is to CLOSE DEALS -- not train interns. Use your team to amplify your expertise in a pitch, not dilute it. HOW TO WORK LIKE A TEAM TO CLOSE ANY DEAL:

You have the biggest challenge because the "room" (or the zoom) is generally "cold" prior to the start of the pitch. This means the Buyers have not fully devoted their attention to you and can still be distracted. YOU will have to inject the necessary energy into the audience and the room in order to bring the presentation to life. Your job is to establish The Big Idea. You will describe "What's Changing" and how the Buyer's current problems will get worse because of the "The Change" eg. why the change matters. WITHIN MINUTES ... You will need to spark their interest, show new ideas ... fresh insights ... and set the frame.

The SECOND person on your team ... ... will add new dimensions to the presentation by talking about important projects you've completed. eg. specific situations and problems that the Buyer relates to. This speaker knows your Big Wins and puts them in context for the Buyer... so he knows the details of what you do, the hard problems you solve, and how you do it. Now the buyer thinks ... "Hell, If they could do that same thing for me ... my problems are solved!"

The THIRD person is the high-credibility expert. He talks in numbers, math and jargon. He's not a "pitch guy" and he doesn't know what the "story" is and doesn't think in terms of "big ideas." But the Buyers believe every word he says because he's focused, data-driven and matter-of-fact. His degree is from some engineering school that didn't even have a football team. This is your "Jiang" (Jared's math guy.) You will bring Jiang in a few times (but not more than five.) And only 2-minutes at a time .... not more. TWO MINUTES ONLY. Yeah, he's that boring to listen to. He just provides the data to support the IDEAS and EXAMPLES and BIG WINS you've given the buyer.

Sure, there are other things involved with presentation ... pitch ... sell ... and close. ... But these are the Three Major Speaking Roles (even if you have to do all 3 yourself.) IF YOU'RE ON A TEAM, YOU CAN DO EVERYTHING I'VE DESCRIBED IN THIS EMAIL. EVEN IF YOU'RE FLYING SOLO, RUNNING THE WHOLE PRESENTATION ON YOUR OWN ... YOU CAN DO THIS. Stay calm and unflappable Deliver cold hard numbers that create certainty Bring a pitch team with great chemistry that knows how to pitch together You bring the energy and spark, the insight and the big ideas. Then you seamlessly pass control to the Second Speaker (even if you play that role too) who brings specific examples that apply to the Buyer's situation When necessary, You bring in the data expert guy 2-minutes at a time ... ... And he brings credibility with data and analysis. Then, You wrap it all up and close the deal. If you want to build a strong, fast-growing, high-profit business, you need these 3 key speaker roles working "in-sync" together. ... You'll get a giant boost in revenue, and you'll move up a level in becoming a Pro Dealmaker.

HOW TO PITCH AS A TEAM IS BASED ON SCRIPTS AND FORMULAS. YOU CANNOT WING-IT.

My goal is to give you the ultimate professional methods to work as a team in pressure situations. In other words, I want you to become a DEALMAKER. I'D LIKE TO SHOW YOU IN-PERSON HOW TO DO EVERYTHING DESCRIBED IN THIS EMAIL .

join me FRIDAY SEPTEMBER 18th AT 12PM PST for" HOW TO PITCH AS A TEAM (EVEN IF YOU ARE 'THE TEAM')

THIS IS A CRITICAL SKILLSET. It's extremely powerful and effective. But there's almost no-way to learn this on your own. I learned it from a Los Angeles lawyer who managed billions in deals. 5 years and 70-hour weeks, he showed me how teams close deals. Exactly who does what, and when. You can get this ADVANCED SKILLSET by joining my upcoming LIVECAST. To get into this Livecast Event... you have to join Pitch Mastery here. FRIDAY SEPTEMBER 18th at 12pm PST (Los Angeles)

> Join Pitch Mastery to access "HOW TO PITCH AS A TEAM - AND IMPROVE CLOSE RATES - (EVEN IF YOU ARE 'THE TEAM')"

Here's how it works: You can get access to this event: "HOW TO PITCH AS A TEAM" ... only from inside Pitch Mastery. Are you doing this? It's going to change everything you do. JOIN PITCH MASTERY HERE Membership gives you access to SEPTEMBER 18TH for

"HOW TO PITCH AS A TEAM ..."

... ...

Subscription Options eg. Unsubscribe or change email address PITCHANYTHING  5825 Avenida Encinas #111 Carlsbad, California 92008 United States