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Question about Oren Klaff

by thet
22 replies
The last couple of days I have been reading and checking out his (Oren Klaff) stuff.

I do wonder, why would anybody so successfull as he says to be, give away his secrets to pitching if he is still in that game?

Is he going the 'guru' route? Is he done being "the triggerman"?

What are your thoughts on this?
#klaff #oren #question
  • Profile picture of the author bob ross
    I didn't think he was in the game anymore, which was the reason he was writing the book. Regardless, it's normal to want to write a book or want to share secrets. A few years ago one of those armored trucks didn't shut their back doors correctly and bags of money were spilling around the streets near where I live, totally unbeknownst to the drivers.

    One business owner thought they were garbage bags and saw them full of cash, he turned them in. Another person collected a bunch of money and got caught because they told someone in a bar that they had found all this money in the bags.

    Wouldn't you think they'd keep their mouth shut? ... It's just human nature to want to share those big burning secrets.
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  • Profile picture of the author thet
    In his interviews he is selling himself as if he is still in the game. He says he dislike salesmen like Tony Robbins, talking about rapport, while they have not sold in nearly 10 years.

    So that's why I thought he was still in the game.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      In his interviews he is selling himself as if he is still in the game. He says he dislike salesmen like Tony Robbins, talking about rapport, while they have not sold in nearly 10 years.

      So that's why I thought he was still in the game.
      Tony Robbins still sells. Speaking is selling. Coaching is selling.

      Why would an expert salesperson write a book? To share what they know. You don't lose anything by sharing what you know. And you gain an audience...who will buy from you.
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      • Profile picture of the author OrenKlaff
        [DELETED]
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        • Profile picture of the author Claude Whitacre
          Originally Posted by OrenKlaff View Post

          "I wrote the book to help companies grow their revenues. When they get better at selling their products, they start to grow fast. That's when some of them ask me to help them raise money, and that's when I earn large fees. This is why we spend a lot of money and time helping companies learn Pitch Anything. I benefit by earning those companies trust, and eventually, by helping them raise money."
          .
          That's the right answer. Give everything you've got, in your book. Your best stuff. Your book is your business card, your brochure, your sales letter, your cold call, and your best marketing (assuming you are selling an end service)

          And although a well crafted answer, completely true.
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  • Profile picture of the author misterme
    I read the book. Haven't seen the tv show. I'll wait for the movie. With Owen Wilson playing Oren.
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    • Profile picture of the author ewenmack
      Originally Posted by misterme View Post

      I read the book. Haven't seen the tv show. I'll wait for the movie. With Owen Wilson playing Oren.

      In't Oren playing the part of Mr Grey in the movie
      adaption of 50 Shades Of Grey?

      Best,
      Ewen
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  • Profile picture of the author thet
    Great answers and great to see somebody from Oren Klaffs staff responding.

    I read some salesbooks: "What great salespeople do" but also Zig Ziglars "Secrets of closing the sale". "Cold calling techniques" ..and others. But I find it hard to see whats truth and whats not since I am new to the game.

    Thats why I am asking this question.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by thet View Post

      Great answers and great to see somebody from Oren Klaffs staff responding.

      I read some salesbooks: "What great salespeople do" but also Zig Ziglars "Secrets of closing the sale". "Cold calling techniques" ..and others. But I find it hard to see whats truth and whats not since I am new to the game.

      Thats why I am asking this question.
      Want to know the best rule in choosing sales books? Buy the book from the sales author that is a record holding salesperson. Either now, or in the recent past.

      Don't buy sales books from authors that are not salespeople. If you do, you'll get "what sounds good" instead of "What works well"

      If I buy a book on Cold Calling, I want to know that the author has made thousands of cold calls personally. Who many sales has the author closed in the field?

      The book descriptions should answer that..

      The one exception to the "Salesman" author is
      Influence: The Psychology of Persuasion, by Robert B. Cialdini
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      • Profile picture of the author thet
        Originally Posted by Claude Whitacre View Post

        Want to know the best rule in choosing sales books? Buy the book from the sales author that is a record holding salesperson. Either now, or in the recent past.

        Don't buy sales books from authors that are not salespeople. If you do, you'll get "what sounds good" instead of "What works well"

        If I buy a book on Cold Calling, I want to know that the author has made thousands of cold calls personally. Who many sales has the author closed in the field?

        The book descriptions should answer that..

        The one exception to the "Salesman" author is
        Influence: The Psychology of Persuasion, by Robert B. Cialdini
        So SPIN selling and What great salespeople do, is shit? Since Mike Bosworth hasnt been selling since 1980 (according to his amazon biography)?
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        • Profile picture of the author Claude Whitacre
          Originally Posted by thet View Post

          So SPIN selling and What great salespeople do, is shit? Since Mike Bosworth hasnt been selling since 1980 (according to his amazon biography)?
          SPIN Selling is one of the most useful books I've ever read.

          I have a library of over 2,000 sales books. Sometimes I forget one or two.

          I'm not familiar with What Great Salespeople Do.

          Please forgive me, oh great guru.

          I was trying to be helpful. Live and learn.
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        • Profile picture of the author Jason Kanigan
          Originally Posted by thet View Post

          So SPIN selling and What great salespeople do, is shit? Since Mike Bosworth hasnt been selling since 1980 (according to his amazon biography)?
          Multiple perspectives on selling is good.

          If you read several biographies about a famous person, you will run into the same events discussed again and again. But each biography gives you a slightly different perspective on those same events. The truth is something else...for those who were actually there.

          I find books about selling very much like this. I will happily drop $10 on a book about referrals even though I already know plenty about getting referrals--because the author might have just ONE nugget I haven't seen before. Different perspective. Just the potential of a different perspective. That's what I'm paying for.
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          • Profile picture of the author Claude Whitacre
            I think it would be a huge mistake to spend $1,000 on a sales course, unless you are already pretty advanced, and experienced. None of it will stick, with a new person, and you won't have a frame of reference. It's like taking the last year of medical school, when you just got out of high school.

            But...new sales people are who buys most of the sales courses, no matter how advanced...so...never mind.
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            • Profile picture of the author freeburd
              Originally Posted by Claude Whitacre View Post

              I think it would be a huge mistake to spend $1,000 on a sales course.
              I think so 2. You cannot become a master just by taking a course. You need to develop your own methods that work for YOU in your neck of the woods.

              Besides, a lot depends on the teaching method. If the method is terrific, but the way it is taught sucks, you lose $$$ and time. Could be a big disappointment.
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              • Profile picture of the author Claude Whitacre
                Originally Posted by freeburd View Post

                I think so 2. You cannot become a master just by taking a course. You need to develop your own methods that work for YOU in your neck of the woods.

                Besides, a lot depends on the teaching method. If the method is terrific, but the way it is taught sucks, you lose $$$ and time. Could be a big disappointment.
                No. I said for a beginner...without lots of experience.
                But books? Absolutely. Most sales trainers put their best stuff in their books. I do. So did Oren Klaff. Read, study...while you are selling.

                Just learning, from your own experience, is a very slow way to get good. It also guarantees that you won't learn from the experience of others.

                But I wouldn't pay $1,000 for a sales course, if you are just starting out. You wouldn't understand the principles involved.
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                • Profile picture of the author kirbymarketingconcierge
                  implement the book contents, with a sales script for what your doing.

                  if it works and you like the approach, then go "all in" with it.

                  if it makes you a grand, it becomes an investment. IMO
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  • Profile picture of the author thet
    Please forgive me, oh great guru.
    I was asking you a sincere question. Yesterday I saw you responding to a guy asking for outside resources about selling with the following statement:

    "Let me think....If only there were a place to get these answers....maybe bound together in one location. We could call it a Book.

    And if only someone would have written a book on all the ways to prospect, including cold calling...and handling those objections.

    If only.

    Well, I got nothing."

    See, if you don't feel like helping out, responding.. just don't do it instead of becoming sarcastic.

    My question was to see if I got your theory correct. However, I walked into a exception to the rule.
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    • Profile picture of the author kirbymarketingconcierge
      how old is the "take away" sale?

      I have spin and oren's books.

      like them both

      spin - the 1st book I read where the guy actually had documented experience going out with salespeople (rather than a sales guru, saying how great they are)

      key point I heard was " best salespeople ask the I and N-payoff questions "

      Pitch Anything

      liked it alot, because it "re framed" who really needs who.
      only 1 of me, and so many biz's I can call on

      oren's "grin and defy"



      my point thet, is Oren seems to have the actual experience and it's common for people to want to share what they know and make money.

      also, thanks to Oren's colleague, Mike, for responding

      aren't we all glad some books were written ...like ....war & peace, think & grow rich, and claude's book.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by kirbymarketingconcierge View Post

        how old is the "take away" sale?

        I have spin and oren's books.

        like them both

        spin - the 1st book I read where the guy actually had documented experience going out with salespeople (rather than a sales guru, saying how great they are)

        key point I heard was " best salespeople ask the I and N-payoff questions "

        Pitch Anything

        liked it alot, because it "re framed" who really needs who.
        only 1 of me, and so many biz's I can call on

        oren's "grin and defy"



        my point thet, is Oren seems to have the actual experience and it's common for people to want to share what they know and make money.

        also, thanks to Oren's colleague, Mike, for responding

        aren't we all glad some books were written ...like ....war & peace, think & grow rich, and claude's book.
        What? This is all so sudden.
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        • Profile picture of the author savidge4
          Originally Posted by Claude Whitacre View Post

          What? This is all so sudden.
          Reading it once on another thread.. well that was funny... This on the other hand... I need to clean my screen after spitting up coffee! ha ha
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          Success is an ACT not an idea
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  • Profile picture of the author freeburd
    Oren Klaff sells a $1000 course. I have the book. Now I am thinking about getting the course. If I did not read the book, would I consider buying the course? Highly unlikely. Oren Klaf understands it. That's another reason he wrote the book: to sell more. Only Oren Klaff knows which reason is more important: to share knowledge or to sell more.
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  • Profile picture of the author misterme
    I think Mike Bosworth is right on point. And I would say he's been selling... his sales training services to corporate clients ever since 1980 for one thing.
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    • Profile picture of the author MRomeo09
      For the record, I got the course, it was fantastic. But like Claude said Orem put his best stuff in his book. You'll get 95% of what you need from his book. Where I found it very interesting is watching him, his body language, his speech patterns. I though his speech patterns were fantastic. I think it's worth it to model his rate of delivery, modulation, and tone. You can get some of that from his series of triggerman videos on Youtube.

      If you're not pitching for big deals, then I wouldn't bother with the course. We're in the midst of selling a pretty large company. And by "being the prize", and using Orem's material we were able to push a few time wasters completely out of the picture, and increase the offers from our best suitor over 30%.

      His material is really, really good though. I wish I had access to it when I sold my company. I sold way too fast for way too little money. I mostly wish I hadn't sold it now.
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      We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

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