Once you gain attention, you have to convince. You should become the prize and the object of desire. Show your audience that you are not desperate to sell and don't depend on anyone. Successful prizing means your target chase you and ask to be involved in your deal. Ask your target to qualify themselves to you. Set a time frame for when the offer expires.

Turn yourself into the prize instead of chasing your target

Frames are like lenses through which we view a situation. When people come together, the stronger frames will overpower the weaker frames. The winning frame governs the social interaction.  <ul><li>The power frame: Defiance and light humour at the same time are the keys to seizing power.</li><li>The time frame: Establish that your time is important, not that you intrude on your target's time.</li><li>The intrigue frame: As soon as your target thinks they know and understand your idea, they stop paying attention. Tell a short story about you overcoming an obstacle.</li><li>The prize frame: "I'm choosy who I work with."</li></ul>

Use multiple frames to get people to favour you

We must know how the brain works if we want to pitch successfully.The brain consist of three basic parts.<ol><li>The inner part is referred to as the "crocodile brain" and is concerned with survival. It filters all messages for fight or flight responses.</li><li>The midbrain tries to make meaning of things and social situations.</li><li>Finally, the neocortex use reason to think through complex issues.</li></ol>When we pitch, the message is first processed by your target's crocodile brain, which is why you must bring something new, exciting and positive, to enable the "croc brain" to pass on to the next part.

Why pitching is difficult

<ul><li>Set the frame. Every meeting is governed by a frame or point of view. The strongest frame always wins.</li><li>Tell the story. People often fall back into an analytical mindset. Grab attention with a provocative story that breaks the analytical mindset.</li><li>Reveal the intrigue. Use risk, danger, uncertainty, and time constraints to keep your audience's attention.</li><li>Offer the prize. Know how to change the tables so that your target chases you.</li><li>Nail the hookpoint. Most final decisions are made on emotion, not logic. Get your audience emotionally engaged in your idea.</li><li>Get the decision without acting needy.</li></ul>

The STRONG method

<ol><li>Introduce yourself and the big idea. Do it fast, clean, and problem free.</li><li>Explain the budget and secret sauce (an unexpected gain)</li><li>Offer the deal: Describe what your audience will receive when they decide to do business with you.</li><li>Stack frames and hot cognitions: A hot cognition is when you decide you like something before you understand it.</li></ol>

Pitch in four sections

There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting.

You can have all the knowledge about your subject, clearly state your most important points with passion, you can be well organised and still not be convincing.This is because a great pitch is not about procedure. it's about getting and keeping attention. To do that,<ul><li>You have to own the room with frame control.</li><li>Drive emotions with intrigue pings</li><li>Get to a hookpoint quickly. A hookpoint is where your listeners become emotionally engaged and involved.</li></ul>

The presenter's problem

Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

Understand yourself and those around you.

psychology

Psychology

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Marketing & Sales

business

Business

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Startups

books

Books

Gold Medal Winner--Tops Sales World's Best Sales and Marketing Book “Fast, fun and immensely practical.” —JOE SULLIVAN, Founder, Flextronics “Move over Neil Strauss and game theory. Pitch Anything reveals the next big thing in social dynamics: game for business.” —JOSH WHITFORD, Founder, Echelon Media “What do supermodels and venture capitalists have in common? They hear hundreds of pitches a year. Pitch Anything makes sure you get the nod (or wink) you deserve.” —RALPH CRAM, Investor “Pitch Anything offers a new method that will differentiate you from the rest of the pack.” —JASON JONES, Senior Vice President, Jones Lang LaSalle “If you want to pitch a product, raise money, or close a deal, read Pitch Anything and put its principles to work.” —STEVEN WALDMAN, Principal and Founder, Spectrum Capital “Pitch Anything opened my eyes to what I had been missing in my presentations and business interactions.” —LOUIE UCCIFERRI, President, Regent Capital Group “I use Oren’s unique strategies to sell deals, raise money, and handle tough situations.” —TAYLOR GARRETT, Vice President, White Cap “A counter-intuitive method that works.” —JAY GOYAL, CEO, SumOpti About the Book: When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a- kind method to raise more than $400 million—and now, for the fi rst time, he describes his formula to help you deliver a winning pitch in any business situation. Whether you’re selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. According to Klaff, creating and presenting a great pitch isn’t an art—it’s a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you’ll remain in complete control of every stage of the pitch process. Pitch Anything introduces the exclusive STRONG method of pitching, which can be put to use immediately: Setting the Frame Telling the Story Revealing the Intrigue Offering the Prize Nailing the Hookpoint Getting a Decision One truly great pitch can improve your career, make you a lot of money—and even change your life. Success is dependent on the method you use, not how hard you try. “Better method, more money,” Klaff says. “Much better method, much more money.” Klaff is the best in the business because his method is much better than anyone else’s. And now it’s yours. Apply the tactics and strategies outlined in Pitch Anything to engage and persuade your audience—and you’ll have more funding and support than you ever thought possible.

OREN KLAFF

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