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Why pitching is difficult
We must know how the brain works if we want to pitch successfully.
The brain consist of three basic parts.
- The inner part is referred to as the "crocodile brain" and is concerned with survival. It filters all messages for fight or flight responses.
- The midbrain tries to make meaning of things and social situations.
- Finally, the neocortex use reason to think through complex issues.
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.
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The presenter's problem
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.
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Turn yourself into the prize instead of chasing your target
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...
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There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting.
OREN KLAFF
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The STRONG method
- Set the frame. Every meeting is governed by a frame or point of view. The strongest frame always wins.
- Tell the story. People often fall back into an analytical mindset. Grab attention with a provocative story that breaks the analytical mindset. ...
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Use multiple frames to get people to favour you
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.
- The power frame: Defiance and light humour at the same time are the keys to sei...
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Pitch in four sections
- Introduce yourself and the big idea. Do it fast, clean, and problem free.
- Explain the budget and secret sauce (an unexpected gain)
- Offer the deal: Describe what your audience will receive when they decide to do business with ...
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Reasons Why Self-Knowledge Is Rare
- The unconscious mind performs most of our tasks and even how we behave.
- Our mind is divided into three parts: the primitive the limbic(emotions and memories) and the neocortex (higher reasoning). We are mostly operating from the primitive or emotio...
Why decision-making is easier in flow state
According to John Hopkins neuroscientist Charles Lamb, when in peak performance or flow state...when you are "in the zone" -
- The self-monitoring part of our brain is deactivated (as shown by fMRI).
- It means, no more second-guessing or interference from our voice of doubt.
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