Oren Klaff > Quotes

“When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you do and say, you own the frame.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“There are limits to the human attention span, which is why a pitch must be brief, concise, and interesting,”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As you share your story, there has to be some suspense to it because you are going to create intrigue in the telling of the story by telling only part of the story. That’s right, you break the analyst frame by capturing audience attention with a provocative story of something that happened to you, and then you keep their attention by not telling them how it ends until you are ready.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Money is never a prize; it’s a commodity, a means for getting things done. Money simply transfers economic value from place to place so that people are able to work together.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Dopamine is the neurotransmitter of desire. Norepinephrine is the neurotransmitter of tension. Together they add up to attention. If”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“No pitch or message is going to get to the logic center of the other person’s brain without passing through the survival filters of the crocodile brain system first. And because of the way we evolved, those filters make pitching anything extremely difficult. By”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“To give a dopamine kick and create desire, offer a reward. To give a norepinephrine kick and create tension, take something away.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Narrative and analytical information does not coexist. It cannot; that’s simply impossible. The human brain is unable to be coldly analytical and warmly engaged in a narrative at the same time. This is the secret power of the intrigue frame. When your target drills down into technical material, you break that frame by telling a brief but relevant story that involves you. This is not a story that you make up on the spot; this is a personal story that you have prepared in advance and that you take to every meeting you have. Since all croc brains are pretty similar, you will not need more than one story because the intrigue it will contain will have the same impact on every audience. You need to be at the center of the story, which immediately redirects attention back to you. People will pause, look up, and listen because you are sharing something personal.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Every social interaction is a collision of frames, and the stronger frame always wins. Frame collisions are primal. They freeze out the neocortex and bring the crocodile brain in to make decisions and determine actions.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Make people feel like the idea is coming from them and they will place more value on it, believe it more deeply, adopt it more quickly, and remember it more easily.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“Your social value is fluid and changes with the environment you are in—or the environment you create. If you wish to elevate your social value in any given situation, you can do so by redirecting people into a domain where you are in charge. This is easier to do than you might think. Our”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As my pitch got underway, he made things difficult. Maybe it was for sport. Maybe he was having a bad day. But it was clear he wanted to take—and keep—control of the whole presentation. I didn’t realize this at the start, however,”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Only one frame will dominate after the exchange, and the other frames will be subordinate to the winner. This is what happens below the surface of every business meeting you attend, every sales call you make, and every person-to-person business communication you have.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“It doesn’t matter how well you argue, the way your points are crafted, or how elegant your flow and logic. If you do not have high status, you will not command the attention necessary to make your pitch heard. You will not persuade, and you will not easily get a deal done. As”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Frames are psychological referencing systems that all people use to gain a perspective and relevance on issues. Frames influence judgment. Frames change the meaning of human behavior.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“As I’ve said before, the brain is a cognitive miser. Unless it can get value for itself, it stops paying attention.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“When your target is trying to win your attention and respect, you are the prize.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Your decisions are strongly prepared by brain activity. By the time consciousness kicks in, most of the work has already been done.” The”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Broadcasting weakness by seeking validation is often a death sentence.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Unrealistic budgets and miscalculating costs are the greatest risks to a growing company, especially startups.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“A pitch narrative can be thought of as a series of tension loops. Push then pull. Create tension. Then resolve it.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“A continuación tendrás que crear mensajes que estén llenos de intriga y sean novedosos. Para hacer que este proceso sea más fácil de recordar, utilizo el acrónimo FUERTE: Formar el marco Urdir la historia Explicar la intriga Revelar el premio Tirar el gancho Éxito en el trato”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“If you are trying to win your target’s respect, attention, and money, he becomes the prize.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“a way to present this material without the target becoming too analytical about it.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“I'm glad I could find the time to meet with you today. And I do have another meeting right after this. Let's get started.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“Bruner says that one mode of “constructing reality” is called the paradigmatic mode (one can think of this as the detective mode).”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“El cerebro medio, que viene a continuación, determina el significado de las cosas y de las situaciones sociales. Y, finalmente, el neocórtex ha evolucionado con una capacidad para resolver problemas y es capaz de pensar en asuntos complejos y generar respuestas utilizando la razón.”
― Oren Klaff, Pitch anything: Un método innovador para presentar, persuadir y conseguir tus objetivos

“who believes that we feel decisions in our body, not our mind. There’s a whole side to us that computers don’t have and the “rational economic man” economists like to talk about doesn’t have either. Our bodies “know” the situations we meet in life and how we should respond.”
― Oren Klaff, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

“I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea

“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.”
― Oren Klaff, Flip the Script: Getting People to Think Your Idea Is Their Idea