Making Buyers Think Your Idea is Their Idea – Oren Klaff #284

Today’s guest is Oren Klaff, the author of the new book Flip The Script – Getting People to Think Your Idea Is Their Idea. Oren shares his philosophy on how to control the sale. He believes, things aren’t sold, they are only bought. The task is to get buyers to think that buying your product, is their idea. You can’t tell buyers what to do. Instead allow them to come to their own conclusion. In this conversation we babble about how to make buyers think it’s their idea.

Ninja Sales Trick

In order to flip the script, the goal is to switch from “telling selling” to having the buyer uncover their own needs and desires. Your first task is to build your credibility by proving you’re an insider, with insider secret information. He gave an example of an auto mechanic.

Secondly show you’re an expert by giving the impression you’ve done this a million times before. Oren gave an example of a video serviceseller. The key is to set the buyer at ease. They won’t be taking a risk if they choose you.

With these two steps, insider and expert, you build trust. With trust buyers can see possibility and it gives them the confidence to make the buying decision.

- - - linkedin.com/in/orenklaff
    - intersectioncapital.com (Intersection Capital)
    - pitchanything.com/pitch/2 (Pitch Anything)
    - You can find his Twitter @pitchanything

Oren has a free book launch giveaway for one day of coaching in Southern California. Go here to enter at http://www.orenklaff.com

Pitching Sales Tips

Listen to these past episodes on pitching your products.