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 … - Oren Klaff

If you are trying to win your target’s respect, attention, and money, he becomes the prize.

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.

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