Pitch Anything Quotes

“The prize frame is the window through which you look at the world that allows you to see yourself as the prize: The money has to earn you, not the other way around. You’re flipping the script. Why”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Prizing is the sum of the actions you take to get to your target to understand that he is a commodity and you are the prize. Successful prizing results in your target chasing you, asking to be involved in your deal. Why”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“If you have to explain your authority, power, position, leverage, and advantage, you do not hold the stronger frame.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“If you are trying to win your target’s respect, attention, and money, he becomes the prize.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“When your target is trying to win your attention and respect, you are the prize.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“This was classic Sam Greenberg, who, like the legendary Carthaginian commander Hannibal, would either find a way or make one.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“We don’t need facts and explanations to convince ourselves. We know what we like. Even when we try the rational approach—making lists of pros and cons—if it does not come out how we like, we go back and redo the list until it does.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“The patterns he found in the brain consistently predicted whether test subjects eventually pushed a button with their left or right hand—about seven seconds before they felt they had made a conscious choice to do it.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“who believes that we feel decisions in our body, not our mind. There’s a whole side to us that computers don’t have and the “rational economic man” economists like to talk about doesn’t have either. Our bodies “know” the situations we meet in life and how we should respond.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“A pitch narrative can be thought of as a series of tension loops. Push then pull. Create tension. Then resolve it.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Seizing Situational Status Here are the steps involved in elevating your status in any situation. You will recognize some of these actions from framing, and for good reason. Frame control and status are closely related, as are the pitch techniques you will learn in Chapter 4.        1. Politely ignore power rituals and avoid beta traps.        2. Be unaffected by your customer’s global status (meaning the customer’s status inside and outside the business environment).        3. Look for opportunities to perpetrate small denials and defiances that strengthen your frame and elevate your status.        4. As soon as you take power, quickly move the discussion into an area where you are the domain expert, where your knowledge and information are unassailable by your audience.        5. Apply a prize frame by positioning yourself as the reward for making the decision to do business with you.        6. Confirm your alpha status by making your customer, who now temporarily occupies a beta position, make a statement that qualifies your higher status.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“This is called creating local star power. This is critically important. With local star power, you’ll be able to succeed in pitching audiences who don’t know you; the ability to create and sustain local star power literally is going to mean the difference between success and failure. The first impression we make on another person is based on that person’s automatic calculation of our social value. As a survival mechanism, the other person’s brain is making it a priority to understand where you fit in the social structure. The person makes a hasty judgment using three measurable criteria: your wealth, your power, and your popularity. Based on some quick mental shorthand, the person is going to assign you a social status level, and from that calculation, a frame will be fixed. The person will not necessarily even consciously think about this. The people jaywalking behind the man in the nice suit did not deliberately pause to consider his status or think about whether it meant he was likely to cross streets safely. They just automatically calculated his likely status and behaved accordingly.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“The alpha enjoys most of the attention in a social interaction, even when he’s not demanding it. And when he does demand it, the alpha captures the group’s attention immediately. When he makes a statement, it’s regarded as true, and the claims go unchallenged. There’s plenty of evidence to suggest that the alpha in a group is trusted and followed without question.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Setting the frame Telling the story Revealing the intrigue Offering the prize Nailing the hookpoint Getting a decision”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“A frame is the instrument you use to package your power, authority, strength, information, and status.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“They want to see someone forced into action and positively overcoming obstacles.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Our bodies “know” the situations we meet in life and how we should respond.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“When Jack Welch eventually wrote his biography, it wasn’t called Intense Analysis; it was titled, Straight from the Gut.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“a way to present this material without the target becoming too analytical about it.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“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.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“You create novelty by violating the target’s expectations in a pleasing way.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“you only have five minutes before your pitch wanders into a mental no-man’s land.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Attention will be given when information novelty is high and will drift away when information novelty is low.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“For [target customers] Who are dissatisfied with [the current offerings in the market]. My idea/product is a [new idea or product category] That provides [key problem/solution features]. Unlike [the competing product].”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Our thought process exactly matches our evolution: First, survival. Then, social relationships. Finally, problem solving.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal