How to pitch anything

By Bruce Firestone | Architecture

Jul 11

Book review of Pitch Anything, an innovative method for presenting, persuading and winning the deal by Oren Klaff, https://youtu.be/0ihMwKc2Sow

With insights from Bruce M Firestone, PhD

Plus, how a yoga teacher went from earning just over $30k a year to more than $100k

Plus, how Prof Bruce successfully pitched the NHL for an expansion franchise (Ottawa Senators)

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Pitch crocodile brain not neocortex: croc brain likes simple, exciting ideas, don’t over-explain or provide too much detail

Make your pitch a 2-way conversation and keep it to less than 20-minutes or croc brain gets bored

Croc brain has greater fear of loss than desire for gain so make your pitch irrefutable (berry-picking example, Building Organizations that leap tall building, Ron Wiens)

Invoke reciprocity reflex—give them a gift (eg, Prof Bruce books)

Set the POWER frame, take control of each meetup

S.T.R.O.N.G.

Set frame, Tell story, Reveal intrigue, Offer prize, Nail hookpoint, Get deal (and then LEAVE!)

Croc brain can only process/remember 1-3 points

Don’t beg or be needy–there is only 1 (the entrepreneur, the dealmaker) of you but there are a ton of investors/money people or potential customers

SO, YOU ARE THE PRIZE!!

Set the timeframe: if decision maker doesn’t come to meetup or they look bored, END THE MEETING!

If over-analytical types try to drill down into numbers, break it up–tell a personal story (an intriguing & relevant one)

Finish each pitch with confidence then let silence do your talking

Smile…

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Yoga instructor and the backyard workshop PB4L business model

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Explain your big idea this way:

  1. it’s for… 2. who want… 3. different because… 4. benefits are… 5. unlike competition… 6. key features are…

Traditional sales: Supplicative, selling features and details (cold cognition—neocortex)

Pitch anything sales approach: Exciting, intriguing, primal, emotional, instant, enduring (hot cognition—targets croc brain wantings)

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NHL expansion pitch for Ottawa Senators?

20-mins including 4-minute video

Turning disadvantage (not having MCF) into intriguing teaching moment invoking greed and curiosity

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To be read in conjunction with: Firestone’s Three Laws of Power Selling, https://www.dropbox.com/s/qjc8rhc2tg6fr2g/firestones-three-laws-of-power-selling-and-negative-cost-selling-2020.pdf?dl=0

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FOR REAL ESTATE INVESTMENT AND BUSINESS COACHING THAT’LL HELP YOU PROVIDE FOR YOURSELF AND YOUR FAMILY FOR 3-GENERATIONS, PLEASE CONTACT:

Bruce M Firestone, B Eng (civil), M Eng-Sci, PhD

Real Estate Investment and Business coach

Century 21 Explorer Realty Inc broker

Ottawa Senators founder

1-613-762-8884

bruce.firestone@century21.ca 

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About the Author

Bruce is an entrepreneur/real estate broker/developer/coach/urban guru/keynote speaker/Sens founder/novelist/columnist/peerless husband/dad.

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