Top 15 Oren Klaff 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.

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

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.

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.

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.

Dopamine is the neurotransmitter of desire. Norepinephrine is the neurotransmitter of tension. Together they add up to attention.

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.

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.

As I’ve said before, the brain is a cognitive miser. Unless it can get value for itself, it stops paying attention.

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.

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.

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,

Make people feel like the idea is coming from them and they will place more value on it, believe it more deeply, adopt it more quickly, and remember it more easily.

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.

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.