Sales Archives

Caveat Emptor and Caveat Venditor: The Sales Revolution

What do caveat emptor and caveat venditor mean? How has the general feeling around sales shifted? Caveat emptor is the traditional, profit-focused sales model while caveat venditor is the more modern, service-focused model of selling. The general value system has shifted from “buyer beware” to “seller beware” due to the rise in technology and social media evening the playing field between sellers and buyers. Continue below to learn more about caveat emptor and and caveat venditor.

The Secret to a Good Sales Pitch: Frame Control

How do you craft a successful sales pitch? How can you get through the prospective buyer’s defenses and get them to seriously consider your proposition? According to Oren Klafff, the author of Pitch Anything, the key to crafting a good sales pitch is to win what he calls a “frame collision.” There are three common frames that your target could adopt: 1) the power frame, 2) the analyst frame, and 3) the time frame. In this article, we’ll discuss how to establish yourself in the dominant frame, which will greatly maximize the chances of getting your idea considered.

The History of Sales: Three Sales Shifts & Their Origins

What is the history of sales? Why does Daniel Pink say that we are all salespeople? In his book To Sell Is Human, Daniel Pink says that all humans are salespeople, whether we like it or not. Pink discusses the transition from traditional sales (or selling sales) to modern sales (or non-selling sales). Pink says that sales aren’t always about making money, it’s often about “moving” others—this can even be in the form of trying to get likes on social media. Keep reading to learn about the history of sales and how sales has changed over the years.

The 4 Parts of a Good Sales Pitch Structure

How should you structure a sales pitch? At what point in your sales pitch should you offer the deal? According to Oren Klaff, the author of Pitch Anything, your sales pitch should consist of four phases. In the first phase, you introduce your pitch, yourself, and your idea. In the second phase, you talk about the numbers, the competition, etc. Once the specifics are clear, you offer the deal in phase three. Finally, in phase four, you create what he calls “hot cognitions.” We’ll cover the four phases of Oren Klaff’s sales pitch structure, how long each part should last,

Why There Is No Such Thing as a Universal Game

Is there such a thing as a game that would satisfy every player? Do different genders prefer different game types? According to Raph Koster in A Theory of Fun for Game Design, there is no such thing as a universal game. This is because everybody enjoys games differently based on factors such as intelligence type, personality, and gender. Here is why you shouldn’t try to make a universal game.

Sales Pitch Tips to Get More Buy-Ins

What makes a great sales pitch? How do you introduce your idea in a way that grabs your target’s attention and sustains it all the way from start to finish? According to Oren Klaff, the author of Pitch Anything, there are two elements to holding the attention of your target audience while making a sales pitch: desire and tension. Desire is triggered when there is a prospect of the product or service improving their life in a significant way. As for tension, it comes from conflict: when the target feels rejected and accepted at the same time. In this article,

Pitch Anything by Oren Klaff: Book Overview

What is Oren Klaff’s Pitch Anything about? How do you pitch an idea or a proposition in a way that compels your target to actually consider it? In his book Pitch Anything, Oren Klaff teaches you the key principles and strategies of effective sales pitching. The main premise is that the success of your pitch depends on your ability to appeal to your target’s primitive and emotion-driven “croc brain.” Here is a brief overview of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.

The ABCs of Sales: Attunement, Buoyancy, & Clarity

What are the modern ABCs of sales? How can you use attunement, buoyancy, and clarity to close more sales? The old ABCs of sales were to “always be closing.” However, this kind of pushy, sales-focused method doesn’t work in the modern-day. The new ABCs of selling are attunement, buoyancy, and clarity. Continue below for definitions and tips for the modern ABCs of sales.

The Emergent Approach (and When to Use One)

What is an emergent strategy? How can an emergent approach in business lead to success? What is the difference between a deliberate and emergent strategy? An emergent strategy is a business strategy that adjusts as the situation changes. Rather than being static, an emergent approach changes as events unfold. The emergent approach for business is an important tool and you should know when to use one. Read on to learn more about the emergent approach in business.

How to Pitch an Idea: Expert Tips From Oren Klaff

What makes a good pitch? How can you increase the chances of your proposition being considered? When you are trying to pitch an idea, don’t try to capture your target’s interest by appealing to logic and reason. Instead, appeal to their primitive brain by using “hot cognitions.” Here are some tips on how to pitch an idea effectively to compel your target to consider your proposition.