41 Top Quotes From Pitch Anything
In "Pitch Anything," Oren Klaff challenges the conventional wisdom of persuasive communication and offers a refreshing and effective approach to pitching ideas. With captivating storytelling and practical insights, Klaff introduces the concept of the "frame," a mental filter through which people perceive information. He unveils the importance of status, power dynamics, and the brain's evolutionary responses in shaping successful pitches.
By blending neuroscience with practical techniques, Klaff empowers readers to craft compelling pitches that ignite curiosity, trigger emotional engagement, and drive action. His unique method, dubbed the "STRONG" method, enables readers to seize control of the pitching process and leave a lasting impact on their audience. Through this book, readers gain a profound understanding of human psychology and communication, equipping them to confidently navigate high-stakes pitches and negotiations in both personal and professional spheres. (Pitch Anything Summary).
Pitch Anything 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.” (Meaning)
"They want to see someone forced into action and positively overcoming obstacles.”
"Broadcasting weakness by seeking validation is often a death sentence.”
"The two parts of the attention cocktail are novelty and tension, which in a pitch work together in a feedback loop for about 20 minutes until—no matter what you do or how hard you try—they get out of balance and then stop working altogether.”
"So you guys are asking me to delay the start? Okay. I can give you 15 minutes to get organized. But if we can’t start by then, then let’s just call it a day.”
"When you are defiant and funny at the same time, he is pleasantly challenged by you and instinctively knows that he is in the presence of a pro.”
"Frames are mental structures that shape the way we see the world and put relationships in context. The frame you put around a situation completely and totally controls its meaning.”
"When you own the frame, others react to you.”
"A frame is the instrument you use to package your power, authority, strength, information, and status.”
"Pitching is one of those business skills that depends heavily on the method you use and not how hard you try. Better method, more money. Much better method, much more money.”
"If you have to explain your authority, power, position, leverage, and advantage, you do not hold the stronger frame.”
"Ideas you come up with using your problem-solving brain—the neocortex—must be intentionally retuned for the croc brain that will receive them. Early”
"First, you don’t want your message to trigger fear alarms. And second, you want to make sure it gets recognized as something positive, unexpected, and out of the ordinary—a pleasant novelty.”
"Attention will be given when information novelty is high and will drift away when information novelty is low.”
"When your target is trying to win your attention and respect, you are the prize.”
"You only have five minutes before your pitch wanders into a mental no-man’s land.”
"You create novelty by violating the target’s expectations in a pleasing way.”
"Let's consider three of the most fundamental behaviors of human beings:1. We chase that which moves away from us.2. We want what we cannot have.3. We only place value on things that are difficult to obtain.”
"If you are trying to win your target’s respect, attention, and money, he becomes the prize.”
"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.”
"The alpha enjoys most of the attention in a social interaction, even when he’s not demanding it. And when he does demand it, the alpha captures the group’s attention immediately. When he makes a statement, it’s regarded as true, and the claims go unchallenged. There’s plenty of evidence to suggest that the alpha in a group is trusted and followed without question.”
"Money is almost useless to any buyer/investor until it purchases what you have. Oh sure, the investor's money can earn a few bucks in Treasury bills or corporate bonds. But that's not what money wants to do. It wants to go to work by investing in deals and buying products. How does this work in the real world? This can seem a little abstract until you fully internalize the following fact: Money cannot do anything without you. The money needs YOU.”
"Unrealistic budgets and miscalculating costs are the greatest risks to a growing company, especially startups.”
"This was classic Sam Greenberg, who, like the legendary Carthaginian commander Hannibal, would either find a way or make one.”
"Our thought process exactly matches our evolution: First, survival. Then, social relationships. Finally, problem solving.”
"Rapport,”
"We feel decisions in our body, not our mind. There”
"Your decisions are strongly prepared by brain activity. By the time consciousness kicks in, most of the work has already been done.” The”
"Over time, you will begin to notice an increase in the velocity of your work and leisure activities. This is so because strong frames allow you to selectively ignore things that do not move you forward toward your goals, and such a recognition amplifies your focus on the things that do.”
"Our bodies “know” the situations we meet in life and how we should respond.”
"A pitch narrative can be thought of as a series of tension loops. Push then pull. Create tension. Then resolve it.”
"Story needs the following elements: 1. It must be brief, and the subject must be relevant to your pitch. 2.”
"Setting the frame Telling the story Revealing the intrigue Offering the prize Nailing the hookpoint Getting a decision”
"The patterns he found in the brain consistently predicted whether test subjects eventually pushed a button with their left or right hand—about seven seconds before they felt they had made a conscious choice to do it.”
"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.”
"Prizing is the sum of the actions you take to get to your target to understand that he is a commodity and you are the prize. Successful prizing results in your target chasing you, asking to be involved in your deal. Why”
"We don’t need facts and explanations to convince ourselves. We know what we like. Even when we try the rational approach—making lists of pros and cons—if it does not come out how we like, we go back and redo the list until it does.”
"Observing power rituals in business situations—such as acting deferential, engaging in meaningless small talk, or letting yourself be told what to do—reinforces the alpha status of your target and confirms your subordinate position. Do not do this!”
"The prize frame is the window through which you look at the world that allows you to see yourself as the prize: The money has to earn you, not the other way around. You’re flipping the script. Why”
"When you abide by the rituals of power instead of establishing your own, you reinforce the opposing power frame.”
"If a guy is going to dominate you, let him dominate you on the price of something like a hand drawing in this case, something that doesn’t matter. If you find yourself in a similar situation (the day will come when this happens to you, too), then pick something abstract and start an intense price negotiation over it—and it doesn’t matter if you win or lose. The power of the person’s frame is rendered trivial, and the focus is back to you and what you want to do with the meeting.”
"Understanding how to harness and apply the power of frames is the most important thing you will ever learn.”
― Quotes from the book Pitch Anything by Oren Klaff
Pitch Anything Author
Renowned for his expertise in sales, pitching, and deal-making, Oren Klaff is a sought-after author and speaker in the realm of business communication. In his influential book, "Pitch Anything," Klaff introduces the concept of the "Method" - a strategic approach to crafting and delivering persuasive pitches that captivate and engage potential investors or clients. Based on principles of neuroscience and psychology, Klaff's Method empowers presenters to control the dynamics of their pitches, creating a compelling narrative that leaves a lasting impression on their audience. Beyond the world of sales, Klaff's insights have proven valuable for entrepreneurs, public speakers, and anyone looking to effectively convey their ideas with impact. His work revolutionizes the art of persuasion, providing readers with actionable techniques to confidently navigate high-stakes presentations and negotiations. Klaff's expertise has cemented his reputation as a game-changer in the field of business communication, elevating the way individuals connect and communicate in the professional world.
Chief Editor
Tal Gur is an author, founder, and impact-driven entrepreneur at heart. After trading his daily grind for a life of his own daring design, he spent a decade pursuing 100 major life goals around the globe. His journey and most recent book, The Art of Fully Living, has led him to found Elevate Society.
