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A review by teelock
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
5.0
Three Things to Action from this Book
The original acronym STRONG method of pitching. Setting the frame, Telling the Story, Revealing the Intrigue, Offering the Prize, Nailing the Hookpoint and Getting a Decision. This is the exclusive method that is pitched to the reader. It’s also important to study Frames; when you own a Frame you’re in charge. For example if an audience member distracts your pitch with her Analytical Frame, you could break it with either a Suspense or Moral Authority frame. The important thing is to learn how to become a skilled frame buster and manipulator.
Read the story of the French waiter Benoit. It is a delightful and detailed description of how a person can claim ‘situational status’ using style, skill and flare to win the devotion of a group of strangers. During the course of a meal in a famous French Restaurant, Benoit effectively seizes Alpha position from the host (Klaff) before proceeding to efficiently woo and control all of Klaff’s guests. He flabbergasted and eventually won over the Klaff who admits no surprise that he eventually gave Benoit a very large tip. When you assume status in any social interaction, you feel it and so does your audience.
As well as deliberately Framing your Pitch, remember your information must be new, simple and non-threatening. It’s also important to establish your career status by giving your audience a couple of relevant, great earlier results. Never eat up time with too much information from your past. These are keys to soothing your audience’s ‘Croc-brain’ thus allowing your message to reach their Neo-cortex. When information is clear and non-threatening ‘Croc-brain’ feels safe. Learn the two essentials of getting the attention of any audience, by combining novelty and tension. Twenty minutes is your max.
The original acronym STRONG method of pitching. Setting the frame, Telling the Story, Revealing the Intrigue, Offering the Prize, Nailing the Hookpoint and Getting a Decision. This is the exclusive method that is pitched to the reader. It’s also important to study Frames; when you own a Frame you’re in charge. For example if an audience member distracts your pitch with her Analytical Frame, you could break it with either a Suspense or Moral Authority frame. The important thing is to learn how to become a skilled frame buster and manipulator.
Read the story of the French waiter Benoit. It is a delightful and detailed description of how a person can claim ‘situational status’ using style, skill and flare to win the devotion of a group of strangers. During the course of a meal in a famous French Restaurant, Benoit effectively seizes Alpha position from the host (Klaff) before proceeding to efficiently woo and control all of Klaff’s guests. He flabbergasted and eventually won over the Klaff who admits no surprise that he eventually gave Benoit a very large tip. When you assume status in any social interaction, you feel it and so does your audience.
As well as deliberately Framing your Pitch, remember your information must be new, simple and non-threatening. It’s also important to establish your career status by giving your audience a couple of relevant, great earlier results. Never eat up time with too much information from your past. These are keys to soothing your audience’s ‘Croc-brain’ thus allowing your message to reach their Neo-cortex. When information is clear and non-threatening ‘Croc-brain’ feels safe. Learn the two essentials of getting the attention of any audience, by combining novelty and tension. Twenty minutes is your max.