How to Pitch Everything

Question 1

Crocodile Brain (Old Brain)

Answer 1

The crocodile brain is responsible for:

• initial filtering of all incoming messages
• survival flight or fight responses

Has limited capacity regarding decision making

Question 2

Midbrain

Answer 2

Determines meaning of things and social situations

Question 3

Neocortex

Answer 3

Problem Solving ability

Think about complex issues and produce answers using reasoning

Question 4

Example functionality of 3 brain parts

Answer 4

Walking down the street somebody shouting at you

1. fear - croc brain
2. placing in social context -midbrain
3. processing the situation, its okay/real danger -neocortex

Question 5

Functionality regarding communication

Answer 5

Messages is sent through neocortex but received by the other persons croc brain

Example:
The brain is trying to determine whether the information coming in is a threat to the persons immediate survival, and if it isnt, whether it can be ignored without consequence

Question 6

Steps that the brain is going through with information

Answer 6

1. If its not dangerous, ignore it
2. If its not new and exciting, ignore it
3. If its new, summarize it as quickly as possible and forget about the details
4. Do not send anything up to the neocortex for problem solving unless you have a situation that is really unexpected and out of the ordinary

Question 7

Croc Brain Attention

Answer 7

As the principal gateway to the mind, the croc brain doesnt have a lot of time. It goes to sleep during PowerPoint presentations, and it needs strong summarizing points to keep its attention.

In need of concrete facts - it looks for verified evidence and doesnt like abstract concepts

Needs very simple, clear, direct and nonthreatening ideas to decide in our favor

Question 8

STRONG Formula

Answer 8

1. Setting the Frame
2. Telling the Story
3. Revealing the intrigue
4. Offering the prize
5. N
6. Getting a decision