Pitch Anything

Question 1

How to impress the croc brain?

Answer 1

Use the STRONG process!

Question 2

What is the STRONG Process?

Answer 2

Set the Frame
Tell The Story
Reveal the intrigue
Offer the prize
Nail the hook 
Get a decision

Question 3

Perceived status

Answer 3

you must be positioned as the prize to be won

Question 4

what will keep attention best?

Answer 4

information novelty. if info novelty is low attention will drift

Question 5

Picture

Answer 5

worth more than 1000 words

Question 6

4 steps to a pitch

Answer 6

1) introduce yourself and the BIG IDEA
2) Explain the budget and secret sauce
3) offer the deal
4) stack frames (time, prize etc

Question 7

Its not about you

Answer 7

its about THEM

Question 8

simplicity is

Answer 8

the ultimate sophistication

Question 9

master stage presence

Answer 9

strong eye contact with the whole audience. keep posture open. use lots of gestures and tonality

Question 10

practice,

Answer 10

practice, practice

Question 11

what are the 3 major types of opposing frames?

Answer 11

Power frame
Time Frame
Analytical Frame

Question 12

If you abide by rituals of power

Answer 12

instead of establishing your own you reinforce their power frame

Question 13

to disrupt a power frame, use a mildly shocking but not unfriendly act T/F

Answer 13

T

Question 14

whats a good way to combat a power frame

Answer 14

use defiance and light humor

Question 15

if someone’s subordinates come but not key decision maker

Answer 15

reschedule the meeting. no one tells your story like you do

Question 16

to solidify the prize frame you must

Answer 16

make the buyer qualify himself to you

Question 17

cold cognitions

Answer 17

hard details, calculations

Question 18

hot cognitions

Answer 18

wanting, desire, excitement

Question 19

to frame control for analytical frame

Answer 19

make them be analytical on their own time. separate technical and analytical from presentation

Question 20

what is your audience always trying to figure out?

Answer 20

how similar is your idea to something I already know about or to a problem I have already solved?

those who solve the puzzle drop out, check out

Question 21

what is the most powerful frame

Answer 21

intrigue frame

Question 22

we chase what

Answer 22

moves away from us

Question 23

we want what

Answer 23

we cannot have

Question 24

things are only valuable if they are

Answer 24

difficult to obtain

Question 25

make them answer

Answer 25

why should i do business with you?

Question 26

Protect your status

Answer 26

dont let buyer change agenda, meeting time, who will attend

Question 27

once you are done with your pitch

Answer 27

pull away and keep pulling away

Question 28

give a time constraint to the meeting

Answer 28

it shows you know what youre doing and youre a pro

Question 29

to create desire

Answer 29

offer a reward

Question 30

to create tension

Answer 30

take something away

Question 31

no tension =

Answer 31

no stakes, no reason to pay attention

Question 32

what does attractiveness of an idea depend on?

Answer 32

1) how easy is it for new competitors to jump in

2) how easy is it for customers to switch out of your product to someone else’s

Question 33

prize question

Answer 33

It seems I can work with you but I need to know more

Question 34

timeframe

Answer 34

“Nobody likes pressure but just like a train has to pick up passengers and has a set time when it needs to leave the station. You have plenty of time to decide if you like it or not, but a decision needs to be made. If you don’t love the deal then there’s no reason to do it. The deal is bigger than me or you or any other person, so it is going ahead. The time constraint is set.”

Question 35

worst thing for a pitch

Answer 35

Showing signs of neediness is the worst thing you can do for your pitch

Question 36

formula for no neediness

Answer 36

Want nothing
Focus on things you do really well
Announce your intention to leave the social encounter