Pitch Anything by Oren Klaff BUYER 3 3 Neocortex Neocortex 2 - - PowerPoint PPT Presentation

Pitch Anything

by Oren Klaff

Neocortex

3

Mid Brain

2 Neocortex 3

Crocodile Brain

1

Mid Brain

2

BUYER

YOUR IDEA, DEAL OR PRODUCT

THE CROC BRAIN

HOW THE CROC BRAIN FILTERS INFORMATION

FAST NOVEL VISUAL FAST NOVEL VISUAL

Croc Brain

3 1 2

HOOK RAPPORT FEATURES& BENEFITS OVERCOME OBJECTIONS TRIAL CLOSE CLOSE EFFORT 0% 100%

THE ABC MODEL

BUYER GETS CONTROL

HOOK RAPPORT FEATURES& BENEFITS OVERCOME OBJECTIONS TRIAL CLOSE CLOSE

SO WHAT DO YOU THINK? IS THIS SOMETHING THAT WOULD INTEREST YOU? THAT’S OUR PRESENTATION. ARE THERE ANY QUESTIONS?

EFFORT 0% 100%

IF THIS IS SOMETHING YOU’RE INTERESTED IN, WE WOULD BE HAPPY TO TALK WITH YOU FURTHER.

PITCH

EFFORT 0% 100% SET THE FRAME TELL THE STORY REVEAL THE INTRIGUE NAIL THE HOOKPOINT OFFER THE PRIZE GET THE DEAL

THE S.T.R.O.N.G. MODEL

CHASING ATTRACTION

TAKEAWAYS

ALL PRESENTATIONS ENTER THE MIND OF THE OTHER PERSON THROUGH THEIR CROC BRAIN NEVER GET TO THE POINT WHERE YOU ASK, “ARE THERE ANY QUESTIONS?” START WITH THE PRIZE FRAME GIVE A MASTERFUL PITCH REMEMBER OUR HARDWIRING: PEOPLE WANT WHAT THEY CAN’T HAVE Make sure your presentation is novel, fast, visual Let buyers know you are interviewing them and will choose them IF it’s a fit Don’t start your pitch until Prize Frame is set. Only pitch as long as you can be compelling Never be needy