Oren Klaff Quotes

When you abide by the rituals of power instead of establishing your own, you reinforce the opposing power frame.

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.

Frames are mental structures that shape the way we see the world and put relationships in context. The frame you put around a situation completely and totally controls its meaning.

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

Our thought process exactly matches our evolution: First, survival. Then, social relationships. Finally, problem solving.

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.

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.

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.

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?

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,

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.

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.

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.

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].

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.