Chapter 1
This is the oldest part of the brain.
What is the croc brain? (Instinctual)
This type of frame dominates by establishing authority and confidence.
What is Power Frame?
This refers to the perceived rank or social standing of an individual within a group or interaction. High-Xxxxx individuals are more likely to command attention and respect.
What is Status?
This is the name of the author.
Who is Oren Klaff
This is the acronym for High-level overview, Objective, Obstacles, and Key results. This model helps structure the pitch in a way that captures and maintains attention by providing a clear and compelling narrative.
What is HOOK?
This is the emotional part of the brain. It developed 2nd out of the three parts.
What is the midbrain? (Emotional)
This type of frame creates urgency by emphasizing time constraints. ("I only have 10 minutes")
What is Time Frame?
To maintain high Status: Position yourself or your offer as This that others must work to earn. This reverses the typical dynamic where the pitcher is seen as seeking approval.
What is The Prize?
This is the name of the audiobook.
What is "Pitch Anything"
or
What is "Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal "
This is the acronym for Setting the Frame, Telling the Story, Revealing the Intrigue, Offering the Prize, Nailing the Hookpoint and Getting a Decision.
What is STRONG?
This is the most recent part of the brain to develop. It is involved in complex decision making.
What is the neocortex?
This type of frame focuses on data and logic, often used to stall decisions.
What is Analyst Frame?
This lowers your status. It signals to the audience that you are dependent on their approval, which can undermine your pitch.
What is neediness?
This is state where the author lived and worked for most of his life.
What is California?
or
What is Southern California?
What is the airplane story?
When two of these collide, only the dominant one will survive. The dominant one will control the pitch and influence the outcome.
What are frames?
(Power Frame) When someone tries to assert dominance, you might respond with This to undermine their authority without direct confrontation.
What is a light-hearted joke?
By controlling This, you can dictate the terms of the interaction and maintain high status.
What is The Frame?
This is the company the author is known for working for.
What is (investment bank) Intersection Capital ?
DAILY DOUBLE
DAILY DOUBLE
This is one of Klaff’s key strategies. Instead of seeking approval, you make the audience work to earn your attention and approval. This reversal of roles increases your status and desirability.
What is Prizing?
or
What is Prize Framing?
(Time Frame) When a person says they only have 15 minutes, Klaff recommends saying this.
What is "I only have 10 minutes"?
This type of communication communication plays a significant role in conveying status. High-status individuals exhibit certain body language and behavioral traits.
What is Non-Verbal?
This is where the author was born.
What is Jerusalem?
(Analyst Frame) If someone gets bogged down in details, shift the conversation to This or This.
What is "the bigger picture" or "the emotional impact of the decision".