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21 " Nobody wants to invest time or money into an old deal that has been sitting around. This is why you need to introduce a “Why now?” frame. "
― Oren Klaff , Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
22 " People who have lots of options are not uptight, and they don’t take themselves too seriously. It "
23 " Pitches are sent from the modern—and smart—part of the brain: the neocortex. But they are received by a part of the brain that is 5 million years older (and not as bright.) This "
24 " What is vitally important is making sure your message fulfills two objectives: First, you don’t want your message to trigger fear alarms. And second, you want to make sure it gets recognized as something positive, unexpected, and out of the ordinary—a pleasant novelty. Bypassing "
25 " Pre-Wired Idea "
― Oren Klaff , Flip the Script: Getting People to Think Your Idea Is Their Idea
26 " Since childhood, others have been trying to smuggle their ideas into your mind. So naturally your mental defenses have gotten really good. It’s as if you have a small team of cognitive security guards and bouncers who are trained to keep unfamiliar and confusing ideas away. "
27 " a way to present this material without the target becoming too analytical about it. "
28 " Instilling certainty is different from creating Status Alignment. With Alignment, your goal is to show the buyer you’re similar to them and make them instantly feel like you “get” them—whether you’re talking to a coal miner or a Fortune 500 CEO. "
29 " The two parts of the attention cocktail are novelty and tension, which in a pitch work together in a feedback loop for about 20 minutes until—no matter what you do or how hard you try—they get out of balance and then stop working altogether. "
30 " They want to see someone forced into action and positively overcoming obstacles. "
31 " Broadcasting weakness by seeking validation is often a death sentence. "
32 " Frames are mental structures that shape the way we see the world and put relationships in context. The frame you put around a situation completely and totally controls its meaning. "
33 " If you have to explain your authority, power, position, leverage, and advantage, you do not hold the stronger frame. "
34 " A frame is the instrument you use to package your power, authority, strength, information, and status. "
35 " pitching is one of those business skills that depends heavily on the method you use and not how hard you try. Better method, more money. Much better method, much more money. "
36 " Attention will be given when information novelty is high and will drift away when information novelty is low. "
37 " ideas you come up with using your problem-solving brain—the neocortex—must be intentionally retuned for the croc brain that will receive them. Early "
38 " you only have five minutes before your pitch wanders into a mental no-man’s land. "
39 " The Intrigue Story Your intrigue story needs the following elements: 1. It must be brief, and the subject must be relevant to your pitch. 2. You need to be at the center of the story. 3. There should be risk, danger, and uncertainty. 4. There should be time pressure—a clock is ticking somewhere, and there are ominous consequences if action is not taken quickly. 5. There should be tension—you are trying to do something but are being blocked by some force. 6. There should be serious consequences—failure will not be pretty. "
40 " When your target is trying to win your attention and respect, you are the prize. "