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:
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)
***
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
***
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
ROYAL LePAGE Performance Realty broker
Ottawa Senators founder
1-613-762-8884
https://www.linkedin.com/in/profbruce/twitter.com/ProfBruce
profbruce.tumblr.com/archive
https://www.youtube.com/user/ProfBruce/
https://www.facebook.com/groups/reiroi
https://bruce-firestone.c21.ca/
brucemfirestone.com
BOOK YOUR FREE CLARITY CALL WITH PROF BRUCE NOW, https://brucemfirestone.com/coaching/prof-bruce-real-estate-investment-and-business-coaching/talk/
• MAKING IMPOSSIBLE POSSIBLE
• FREEDOM VIA REAL ESTATE INVESTMENT AND PB4L, PERSONAL BUSINESS FOR LIFE
• FEHAJ, FOR EVERY HOME A JOB, FEJAH, FOR EVERY JOB A HOME
• MAKE YOUR HOME WORK FOR YOU, INSTEAD OF YOU WORKING FOR IT
• HIGHER ROI NOT JUST FOR OWNERS AND INVESTORS, BUT FOR TENANTS, GUESTS, VISITORS, NEIGHBORHOODS, COMMUNITIES, TOWNS, VILLAGES, CITIES AND THE ENVIRONMENT TOO
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