Pitch anything : an innovative method for presenting, persuading and winning the deal
Oren Klaff (Author)
A venture capitalist and popular radio show host teams up with a New York Times bestselling author to explain how to craft and deliver a winning pitch for any occasion by tapping into the evolutionary power of the human brain
Electronic resource
1 online resource (225 pages) : illustrations, figures, tables
9780071752855, 9780071759762, 9781283012331, 9786613012333, 0071752854, 007175976X, 1283012332, 6613012335
1120727737
Available in another form:
A. Dedication
B. About the author
1. The method
I am not a natural
The need for a new method
Dealing with the crocodile brain
What comes next
2. Frame control
Frame-based business
Own the frame, win the game
The power frame
The prize frame
The avocado farmer's money
The time frame
The intrigue frame
The prizing frame: reloaded
Prizing 201: avoiding the mistakes
3. Status
The french waiter
Alpha and beta
Elevating your social status
4. Pitching your big idea
Pitching the big idea
Phase 1: introduce yourself and the big idea
The "why now?" frame
Introducing the big idea
Phase 2: explain the budget and secret sauce
Get their attention
Tension
The heart of the pitch
Phase 3: offer the deal
5. Frame stacking and hot cognitions
Phase 4: frame stacking and hot cognitions
How to stack frames
Reality is waiting to be framed
6. Eradicating neediness
Four pitches, no room for mistakes
Why it's important to eradicate neediness
Counteract your validation-seeking behaviors
The final pitch
7. Case study: the airport deal
A monster deal
Greenberg goes to borrego springs
Preparing the big pitch
Anatomy of a pitch
The presentation
The competition strikes back
The hour of judgment
8. Get in the game
Getting started
English
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