Oren Klaff Quotes

Here are some subtler examples of taking the power frame away. As soon as you come in contact with your target, look for the first opportunity to 1. Perpetrate a small denial, or 2. Act out some type of defiance. Examples You place a folder on the conference table that is labeled “Confidential — John Smith.” When the target reaches for the file, you grab it and say, “Uh-uh, not yet. You have to wait for this.” If you deal in creative work and you brought visuals, let the target sneak a peek and then, when you see him curiously looking, turn it over, take it away, and deliver a soft reprimand that says, not until I say you’re ready.

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.

Defiance and light humor are the keys to seizing power and frame control. Keep it fun, do it with a grin on your face, and the moment the power shifts to you, move the meeting forward in the direction you want. This is the foundation of frame control. You’ll be seizing more power and status as the pitch continues.

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.

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].

Attention will be given when information novelty is high and will drift away when information novelty is low.

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

Inception relies on a completely new set of tools: the Status Tip-Off, the Flash Roll, Pre-Wired Ideas, Plain Vanilla, being Compelling, and the Buyer’s Formula. I’ll show you all of these later.

When Jack Welch eventually wrote his biography, it wasn’t called Intense Analysis; it was titled, Straight from the Gut.

Let's consider three of the most fundamental behaviors of human beings:
1. We chase that which moves away from us.
2. We want what we cannot have.
3. We only place value on things that are difficult to obtain.

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.

When you are responding ineffectively to things the other person is saying and doing, that person owns the frame, and you are being frame-controlled.

Use Specific Industry Lingo Describe a Recent Action You Have Taken Mention a Real Situation Everyone in the Industry Cares About

A pitch narrative can be thought of as a series of tension loops. Push then pull. Create tension. Then resolve it.

Unrealistic budgets and miscalculating costs are the greatest risks to a growing company, especially startups.