If You're Curious About These Questions...
You should listen to this audiobook
- Have you ever wondered why people are far more likely to buy into an idea if they believe they discovered it themselves?
- What if you could guide any negotiation so subtly that your client feels like they’re in total control while choosing exactly what you want?
- What’s the secret to persuading even the most skeptical audience without them ever feeling like they're being “sold” to?
Listen to Flip The Script — Free Audiobook
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Key Takeaways from Flip The Script
- Discover how to achieve status alignment with your buyers by using specific industry jargon and external cues to prove you are their equal.
- Master the 'flash roll' technique—a 60 to 90-second rapid-fire display of deep technical expertise—to instantly establish credibility and close the buyer's certainty gap.
- Understand how to satisfy the brain's pre-wired ideas of threat, reward, and fairness to anticipate and answer your prospect's toughest questions before they are even asked.
- Learn why promising a 'times two' payoff and demonstrating your personal skin in the game are essential strategies to keep buyers engaged and willing to take a risk.
- Find out how to successfully pitch innovative products by framing your revolutionary proposals in familiar terms that prospective clients can easily process.
Learning Tools
Reinforce what you learned from Flip The Script
Mind Map
Flip The Script
Establish Status Alignment+
Prove Credibility Quickly+
Target Pre-Wired Ideas+
Frame with Familiarity+
Leverage Buyer Pessimism+
Maintain Authenticity+
Quiz — Test Your Understanding
Question 1 of 6
According to the text, what is the first step a salesperson must take to ensure a prospect will genuinely listen to their pitch?
Question 2 of 6
How does the author suggest overcoming a buyer's 'certainty gap'?
Question 3 of 6
When addressing the buyer's pre-wired idea of 'Reward' (answering the question 'What's in it for me?'), what rule of thumb should a salesperson use?
Question 4 of 6
Why does the author advise pitching new ideas or products in 'plain-vanilla' terms?
Question 5 of 6
How should a salesperson handle a buyer's natural pessimism and skepticism?
Question 6 of 6
According to the final section, what is a major mistake salespeople make that causes savvy buyers to question their integrity?
Flip The Script — Full Chapter Overview
- 1Recommendation
- 21 — Build your credibility quickly and unmistakably.
- 32 — Address pre-wired ideas to anticipate and answer questions before they’re asked.
- 43 — Present your proposal in terms your clients already understand.
- 54 — Using pessimism is the key to sales success.
- 65 — Always stay true to your authentic self.
- 76 — Final summary
Flip The Script Summary & Overview
Flip The Script (2019) helps you up your sales and negotiation game. Sales is all about the art of persuasion but we all know that nobody likes to feel manipulated. In order to sell your idea or product in today’s world, your buyers need to feel like they’re making that decision on their own terms. Flip The Script provides techniques that allow you to subtly convince anyone that your idea is the right one.
Who Should Listen to Flip The Script?
- Salespeople looking for an edge in their next presentation
- Anyone who has felt the pain of seeing their idea passed over in favor of an inferior one
- Those who want to work on their negotiation and persuasion skills
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