Oren Klaff is the Managing Director of Intersection Capital and a #1 Bestselling Author for his book Pitch Anything. With over $400M in deals on his resume, Oren is well-qualified to cut through sales guru BS and give it to you straight.
His secret? Neuroeconomics. A single field of study that sorted out the different motivation and economic responses of the human mind and shows how the brain responds to pitches. Neuroeconomics combines neuroscience, economics, and psychology to study how people make decisions. It looks at the role of the brain when we evaluate decisions, categorize risks and rewards, and interact with each other.
In his book and this interview, Oren describes how to override the brain’s programming and close more deals.
Oren’s Challenge; In your next few meetings, don’t talk about weather, sports, or politics. It’s a waste of time and lowers your status.
If you are in sales, you need to get his book; Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
Connect with Oren
If you liked this interview, check out episode 71 with Bob Seawright where we discuss cognitive biases, finance writing and the red team/black team approach.