Pitch Anything Quotes

“When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you do and say, you own the frame.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting,”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As you share your story, there has to be some suspense to it because you are going to create intrigue in the telling of the story by telling only part of the story. That’s right, you break the analyst frame by capturing audience attention with a provocative story of something that happened to you, and then you keep their attention by not telling them how it ends until you are ready.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Money is never a prize; it’s a commodity, a means for getting things done. Money simply transfers economic value from place to place so that people are able to work together.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Dopamine is the neurotransmitter of desire. Norepinephrine is the neurotransmitter of tension. Together they add up to attention. If”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Frames are psychological referencing systems that all people use to gain a perspective and relevance on issues. Frames influence judgment. Frames change the meaning of human behavior.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“No pitch or message is going to get to the logic center of the other person’s brain without passing through the survival filters of the crocodile brain system first. And because of the way we evolved, those filters make pitching anything extremely difficult. By”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Your social value is fluid and changes with the environment you are in—or the environment you create. If you wish to elevate your social value in any given situation, you can do so by redirecting people into a domain where you are in charge. This is easier to do than you might think. Our”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“It doesn’t matter how well you argue, the way your points are crafted, or how elegant your flow and logic. If you do not have high status, you will not command the attention necessary to make your pitch heard. You will not persuade, and you will not easily get a deal done. As”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As my pitch got underway, he made things difficult. Maybe it was for sport. Maybe he was having a bad day. But it was clear he wanted to take—and keep—control of the whole presentation. I didn’t realize this at the start, however,”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Narrative and analytical information does not coexist. It cannot; that’s simply impossible. The human brain is unable to be coldly analytical and warmly engaged in a narrative at the same time. This is the secret power of the intrigue frame. When your target drills down into technical material, you break that frame by telling a brief but relevant story that involves you. This is not a story that you make up on the spot; this is a personal story that you have prepared in advance and that you take to every meeting you have. Since all croc brains are pretty similar, you will not need more than one story because the intrigue it will contain will have the same impact on every audience. You need to be at the center of the story, which immediately redirects attention back to you. People will pause, look up, and listen because you are sharing something personal.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“To give a dopamine kick and create desire, offer a reward. To give a norepinephrine kick and create tension, take something away.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As I’ve said before, the brain is a cognitive miser. Unless it can get value for itself, it stops paying attention.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Every social interaction is a collision of frames, and the stronger frame always wins. Frame collisions are primal. They freeze out the neocortex and bring the crocodile brain in to make decisions and determine actions.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Only one frame will dominate after the exchange, and the other frames will be subordinate to the winner. This is what happens below the surface of every business meeting you attend, every sales call you make, and every person-to-person business communication you have.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Imagina ver el mundo a través del marco de una ventana que estás sujetando con tus manos. Cuando mueves el marco, tu cerebro interpreta las imágenes y sonidos con que se encuentra en coherencia con tu propia inteligencia, tus valores y tu ética. A eso se le llama tu punto de vista. Otra persona puede mirar lo mismo a través de su propio marco y lo que ve y escucha podría variar (mucho o poco). Comúnmente se llama a esto perspectiva. Yo podría percibir e interpretar algo de una manera distinta a como lo harías tú, lo cual es algo positivo. Una perspectiva diferente es lo que a menudo necesitamos para nutrir nuestras ideas y valores.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“A continuación tendrás que crear mensajes que estén llenos de intriga y sean novedosos. Para hacer que este proceso sea más fácil de recordar, utilizo el acrónimo FUERTE: Formar el marco Urdir la historia Explicar la intriga Revelar el premio Tirar el gancho Éxito en el trato”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“La cruda pero auténtica realidad es que el cerebro reptiliano, la fuente de la primera reacción a tu presentación: Va a ignorarte si es posible. Se centrará solamente en la visión general (y necesita opciones muy contrastadas y diferenciadas entre las que elegir). Es muy emocional, en el sentido de que responderá emocionalmente a lo que vea y oiga, pero la mayor parte del tiempo esta respuesta será el miedo. Está centrado en el presente con un breve lapso de atención que ansía novedades. Necesita hechos concretos; busca pruebas veraces y no quiere conceptos abstractos.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“Nuestro proceso de pensamiento coincide totalmente con nuestra evolución: primero va la supervivencia. Después, las relaciones sociales. Finalmente, la solución de los problemas.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“El cerebro medio, que viene a continuación, determina el significado de las cosas y de las situaciones sociales. Y, finalmente, el neocórtex ha evolucionado con una capacidad para resolver problemas y es capaz de pensar en asuntos complejos y generar respuestas utilizando la razón.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“Primero está el cerebro viejo o «cerebro reptiliano». Es el responsable del filtrado inicial de todos los mensajes entrantes, genera la mayoría de las respuestas instintivas de supervivencia y también se encarga de generar emociones básicas fuertes. Pero a la hora de tomar decisiones, el poder de razonamiento del cerebro reptiliano es… primitivo. No tiene demasiada capacidad y la mayoría de lo que hace se dirige, primariamente, a aquello que consigue que sigamos con vida. Al hablar del cerebro reptiliano hablo de este nivel.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“«Eso, en términos generales, se llama neurofinanzas, una idea que combina neurociencia —cómo funciona el cerebro— y economía. Lo he llevado un paso más allá y lo he desglosado en cinco partes» (el método del que hemos hablado antes).”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“Start-ups often prepare absurdly aggressive and optimistic plans, which have a very low likelihood of success, just to maximize the company’s perceived dollar value.” Your financial projections, whether for a product or a company, are supposed to answer such basic questions as, How strong is the company? What if plans go awry, does the company have enough cash to last a few bad quarters? Do you know how to budget well?”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Over time, you will begin to notice an increase in the velocity of your work and leisure activities. This is so because strong frames allow you to selectively ignore things that do not move you forward toward your goals, and such a recognition amplifies your focus on the things that do.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Your pitch is first going to register in the target’s croc brain. And as we discussed in Chapter 1, the croc brain would like to ignore you. But if you are dynamic enough—giving new and novel information—you will capture the croc’s attention. Once that happens, the croc is going to have one of two primal reactions: • Curiosity and desire, or • Fear and dislike.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Defiance and light humor are the keys to seizing power and frame control.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Understanding how to harness and apply the power of frames is the most important thing you will ever learn.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Bruner says that one mode of “constructing reality” is called the paradigmatic mode (one can think of this as the detective mode).”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“To solidify the prize frame, you make the buyer qualify himself to you. “Can you tell me more about yourself? I’m picky about who I work with.” At a primal, croc brain level, you have just issued a challenge: Why do I want to do business with you?”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“When you own the frame, others react to you.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal