For [target customers] Who are dissatisfied with [the current offerings in the market]. My idea/product is a [new idea or product category] That prov… - Oren Klaff

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.

To instigate a power frame collision, use a mildly shocking but not unfriendly act to cause it. Use defiance and light humor. This captures attention and elevates your status by creating something called “local star power.” (You will read about creating status and local star power in Chapter 3.)

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.