Pitch Anything by Oren Klaff
BUYER 3 3 Neocortex Neocortex 2 2 Mid Brain Mid Brain Crocodile 1 Brain YOUR IDEA, DEAL OR PRODUCT
THE CROC BRAIN HOW THE CROC BRAIN FILTERS INFORMATION FAST NOVEL VISUAL Croc Brain FAST 3 2 NOVEL 1 VISUAL
THE ABC MODEL 100% EFFORT 0% HOOK RAPPORT FEATURES& TRIAL OVERCOME CLOSE BENEFITS CLOSE OBJECTIONS
100% EFFORT PITCH BUYER GETS CONTROL 0% HOOK RAPPORT FEATURES& TRIAL OVERCOME CLOSE BENEFITS CLOSE OBJECTIONS SO WHAT DO YOU THINK? IS THIS SOMETHING THAT WOULD INTEREST YOU? THAT’S OUR PRESENTATION. ARE THERE ANY QUESTIONS? IF THIS IS SOMETHING YOU’RE INTERESTED IN, WE WOULD BE HAPPY TO TALK WITH YOU FURTHER.
THE S.T.R.O.N.G. MODEL 100% EFFORT 0% SET THE TELL THE REVEAL THE OFFER THE NAIL THE GET THE FRAME STORY INTRIGUE PRIZE HOOKPOINT DEAL
CHASING ATTRACTION
TAKEAWAYS Make sure your presentation is novel, ALL PRESENTATIONS ENTER THE MIND OF THE fast, visual OTHER PERSON THROUGH THEIR CROC BRAIN Let buyers know you are interviewing NEVER GET TO THE POINT WHERE YOU ASK, them and will choose them IF it’s a fit “ARE THERE ANY QUESTIONS?” Don’t start your pitch until Prize Frame START WITH THE PRIZE FRAME is set. Only pitch as long as you can be GIVE A MASTERFUL PITCH compelling REMEMBER OUR HARDWIRING: Never be needy PEOPLE WANT WHAT THEY CAN’T HAVE
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