Great interview with Oren Klaff. Great insights into selling and pitching.

Here’s one big take away I learned from this interview.  This comes up towards the end of the video.

 

In the first 20 minutes of the meeting – TAKE CONTROL AND TELL THE STORY – Get the upper status.

Pitch the concept – get the concept in their heads. No details. Story. Details later.

  • Describe the value proposition
  • Who are you?
  • What is your credibility?
  • What is the upside for the customer?
  • What is the downside protection for the customer?
  • What are the critical assumptions?
  • What is the critical path and process if we work together?
  • What security does the client have

Pitch the deal so it lands hard and is understood. All of the complex concepts must fit into the first 20 minutes.

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