Want to learn the ideas in Flip the Script better than ever? Read the world’s #1 book summary of Flip the Script by Oren Klaff here.
Read a brief 1-Page Summary or watch video summaries curated by our expert team. Note: this book guide is not affiliated with or endorsed by the publisher or author, and we always encourage you to purchase and read the full book.
Video Summaries of Flip the Script
We’ve scoured the Internet for the very best videos on Flip the Script, from high-quality videos summaries to interviews or commentary by Oren Klaff.
1-Page Summary of Flip the Script
Overview
Selling today is a difficult task. We used to rely on salespeople for help, but now we have the internet. These days when we go make a purchase, especially a major one, we put in hours of research before even reaching the store. So how can you as a salesperson convince someone to buy what you’re selling? Well, it starts with establishing rapport with them. And to do this, you need to raise yourself up so that they think of you as an equal and listen to your pitch. The key message here is: people will only listen if they think that you are an equal or better than them (social rank).
Salespeople can influence their buyers’ perception of their social status. Salespeople can do this by using verbal and non-verbal cues that are related to the buyer’s profession or lifestyle. In an extreme example, a doctor who is married to another doctor will use medical jargon when talking with other doctors in order to demonstrate her own status as a doctor.
You can use this technique to convince clients that you’re their equal and worth listening to. You do that by showing them that you understand the industry they work in, which will make them feel like you know what’s going on. Then, talk about how your company helped another client with a similar problem or issue, and show that you’ve done your research by talking about the pros and cons of moving to the state she’s considering.
The first step to achieving status alignment is getting your foot in the door. Once you do that, it’s vital to keep moving forward and maintain status alignment.
Big Idea #1: Establish your credibility quickly and unquestionably.
A salesperson is talking to a potential buyer. The buyer seems interested in what the salesperson has to say, but he isn’t sure about buying. Therefore, the salesperson asks the buyer if he wants to pay cash or with his credit card.
“I’m not sure,” he replied. “I’ll have to think about it and talk it over with my family.” Your heart sank. Customers who respond this way rarely come back, because they’ve experienced a certainty gap. They don’t believe you can deliver what you promise them.
You need to establish your credibility as soon as possible. The way you do that is by proving that you’re credible and trustworthy.
When a salesperson encounters a doubt in the customer’s mind, he will attempt to fill it with information. He will tell you about his satisfied clients, boast about his product’s features, and break down the price to show how much value he is offering. However, none of that addresses whether or not this person can deliver what they are promising.
The best way to answer this question is to show your expertise. A flash roll is a rapid-fire explosion of information that shows you know everything about a complicated subject. It should be short enough that you can deliver it in 60 to 90 seconds and it will impress even the most skeptical person.
If your computer crashes, you take it to the shop and tell them what happened. The tech will probably explain that it’s a new virus called Homestead. It can infect computers even if they’re updated with the latest antivirus software. The solution is to update your antivirus regularly so that you don’t get infected by this virus again.
The best way to start a deal is by assessing the problem casually. Then, describe it in detail using every technical term you know. Next, present your solution to the problem, which should be based on what you said earlier about it. Don’t say things like “I think” or “in my opinion.” Deliver this part of the deal quickly and without emotion so that it becomes second nature for you. You can script this portion of the deal and practice it until you’re comfortable with saying it out loud.
