Oren Klaff

Pitch Anything

1. IDEA 1

   Pitches must reach the croc brain

   Klaff argues that when people hear a pitch, the oldest part of their brain, which he calls the croc brain, quickly decides whether to pay attention. Pitches must be simple, novel and non-threatening to get past it.

2. IDEA 2

   Control the frame

   Klaff describes frames, the points of view people bring to interactions. The person whose frame dominates controls the conversation. If the other side's frame wins, you end up answering their questions on their terms instead of leading.

3. IDEA 3

   Status matters

   Klaff argues that status affects how pitches are received. Presenters should avoid appearing lower in status. People with higher status are listened to more closely and more often given the benefit of the doubt.

All 8 ideas from Pitch Anything →