Oren Klaff Quotes

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.

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

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.

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.

This is called creating local star power. This is critically important. With local star power, you’ll be able to succeed in pitching audiences who don’t know you; the ability to create and sustain local star power literally is going to mean the difference between success and failure. The first impression we make on another person is based on that person’s automatic calculation of our social value. As a survival mechanism, the other person’s brain is making it a priority to understand where you fit in the social structure. The person makes a hasty judgment using three measurable criteria: your wealth, your power, and your popularity. Based on some quick mental shorthand, the person is going to assign you a social status level, and from that calculation, a frame will be fixed. The person will not necessarily even consciously think about this. The people jaywalking behind the man in the nice suit did not deliberately pause to consider his status or think about whether it meant he was likely to cross streets safely. They just automatically calculated his likely status and behaved accordingly.

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,

I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.

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

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

1. Introduce yourself and the big idea: 5 minutes. 2. Explain the budget and secret sauce: 10 minutes. 3. Offer the deal: 2 minutes. 4. Stack frames for a hot cognition: 3 minutes.

A frame is the instrument you use to package your power, authority, strength, information, and status.

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.

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.

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

Prizing is the sum of the actions you take to get to your target to understand that he is a commodity and you are the prize. Successful prizing results in your target chasing you, asking to be involved in your deal.