Setting the frame Telling the story Revealing the intrigue … - Oren Klaff

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Setting the frame Telling the story Revealing the intrigue Offering the prize Nailing the hookpoint Getting a decision

Oren Klaff

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Dan S. Kennedy Robert B. Cialdini Josh Kaufman Keith Ferrazzi Scott Adams

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A pitch narrative can be thought of as a series of tension loops. Push then pull. Create tension. Then resolve it.

Instilling certainty is different from creating Status Alignment. With Alignment, your goal is to show the buyer you’re similar to them and make them instantly feel like you “get” them — whether you’re talking to a coal miner or a Fortune 500 CEO.

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

Setting the frame Telling the story Revealing the intrigue Offering the prize Nailing the hookpoint Getting a decision - Oren Klaff

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