Oren Klaff Quotes

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.

When you are defiant and funny at the same time, he is pleasantly challenged by you and instinctively knows that he is in the presence of a pro.

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.

primarily in the field of medical devices. Intriguingly, while at Dow Corning in the 1960s, he helped to invent the first generation of silicone breast implants. Today, he owned two companies: MediCor and Southwest Exchange. MediCor’s breast implant business had looked promising for a while. But the success enjoyed there was short-lived, and McGhan turned desperate. To keep MediCor solvent, McGhan began siphoning money from Southwest Exchange. Southwest Exchange, which McGhan bought in

Defiance and light humor are the keys to seizing power and frame control.

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

we feel decisions in our body, not our mind.

Broadcasting weakness by seeking validation is often a death sentence.

Bruner says that one mode of “constructing reality” is called the paradigmatic mode (one can think of this as the detective mode).

Understanding how to harness and apply the power of frames is the most important thing you will ever learn.

A frame is the instrument you use to package your power, authority, strength, information, and status. 1. Everyone uses frames whether they realize it or not. 2. Every social encounter brings different frames together. 3. Frames do not coexist in the same time and place for long. They crash into each other, and one or the other gains control. 4. Only one frame survives. The others break and are absorbed. Stronger frames always absorb weaker frames. 5. The winning frame governs the social interaction. It is said to have frame control.

They want to see someone forced into action and positively overcoming obstacles.

The human brain is thus wired by evolution to distrust any information from the outside world and to greatly favor that which originates inside us.

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?

story needs the following elements: 1. It must be brief, and the subject must be relevant to your pitch. 2.