Flip the script is one of those books that you look for if you are in sales or want to persuade people effectively. Sales is changing and the ways buyers are making a purchase is shifting the way presentations are given. If you loved pitch anything you will love this book as well. The content goes hand in hand with what you have learned but to the next level. What you may like is how Oren uses his own stories to explain how to tie the skills you learn in the book together.
When Oren discusses the idea of inception and how to get people to pay attention you will find ways to get your buyer to be curious. When you can get buyers to chase you there is more power to your presentation. It was good to see reactance being talked about and how to counter it. You can play with this idea and come up with a few more ways to implement this strategy.
Here are a few concepts you will find in this book:
Dominance hierarchy - Your ability to connect with the person you are meeting with means you need to connect in seconds and prove you are supposed to be in the conversation or belong in the group.
Creating certainty - Your buyer is looking for you to be certain about your product or service. Oren does a great job of explaining how to get this certainty enter the mind of the buyer, purchaser or Board.
Pre wired ideas - Getting your buyer on board with the right story in the right order at the right speed with the right emotion. The "Flash Roll" is meant to get the buyers attention and shift the conversation. The brain is looking for any in congruent and will shut down when you play games. Your brain is looking for short cuts or similar adventures or events to base decisions off of. You want to get to person listening to belief how committed you are to get to where you are or for what you are doing, essence what will you lose if things go sideways. The brain is looking for proof that you are who you say you are and will do what you say you do to target the threat, reward and fairness receptor in the brain. The ability to explain that "Winter is coming" explained the right way keeps people spellbound.
The power of plain vanilla - The power of a straight forward simple conversation instead of complication means you have mastered your content and you belong.
Leverage pessimism - You will find most buyers are waiting for the perfect picture so you go the opposite and tell the negative of what happens. This technique helps removes skepticism you can create when you present.
How to be compelling - Most presentations suck and if you do not build your pitch deck the right way you will loose interest. Stop being needy and stop being desperate.
One of the ideas that is discussed in this book that can be glanced over is the power of a 90 second to 2 minute pre-planed conversation with the correct pace, vocal pitch and tone. Depending upon the situation the conversation can be fast and certain or deliberate and slow.
If you could harness the power of teachings from people like Dr Robert CIaldini, Dr Kevin Hogan, Dr Eric Knowles and Dan Ariely you would have the content from this book. Oren is like a Mad Scientist of persuasion.
The only thing I could see missing from this book is the technique of using emotional anchoring to help with the concepts taught in this book.
- Paperback: 256 pages
- Publisher: Piatkus; 1 edition (27 August 2019)
- Language: English
- ISBN-10: 0349418861
- ISBN-13: 978-0349418865
- Product Dimensions: 15.2 x 2.6 x 23.2 cm
- Boxed-product Weight: 299 g
- Average Customer Review: Be the first to review this item
- Amazon Bestsellers Rank: 63,875 in Books (See Top 100 in Books)