Oren Klaff Quotes

Your pitch is first going to register in the target’s croc brain. And as we discussed in Chapter 1, the croc brain would like to ignore you. But if you are dynamic enough — giving new and novel information — you will capture the croc’s attention. Once that happens, the croc is going to have one of two primal reactions: • Curiosity and desire, or • Fear and dislike.

We don’t need facts and explanations to convince ourselves. We know what we like. Even when we try the rational approach — making lists of pros and cons — if it does not come out how we like, we go back and redo the list until it does.

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.

People who have lots of options are not uptight, and they don’t take themselves too seriously.

I'm glad I could find the time to meet with you today. And I do have another meeting right after this. Let's get started.

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.

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.

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].

I can wait 15 minutes, but then I have to leave.” That’s enough to get the message through.

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.

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

Our bodies “know” the situations we meet in life and how we should respond.

That eureka moment has been carefully planned and programmed to deliver an insight at exactly the right time. When you put the pieces together before the detectives do, you feel smart, happy, powerful, and in control (exactly the emotions needed to motivate you to buy some canned beer, frozen pizza, and extra-soft toilet tissue). And you tune in next week so you can feel that way again.

For example, if I know the person I’m meeting is a hard-charging, type A personality, I will go in with a power-busting frame. If that person is an analytical, dollars-and-cents type, I will choose an intrigue frame. If I’m outnumbered and outgunned and the deck is stacked against me, time frames and prize frames are essential.

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.