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Firstly, tell your audience a captivating tale, an individual anecdote that a problem is solved, so bring up the intrigue frame. Then, at the critical point of the narrative, stop it, so that all the attention of the audience would be on you. Secondly, you stack the prize frame on top; turn the frame of the audience upside down, and rather than acting as if you need them, make them try to get your approval. A statement like this would do the trick: “This idea attracts lots of investors, I need to decide with whom to work with.”. Afterward, put the time frame on top by expressing a command of time during your pitch: “Sadly, this is an exclusive offer for a short time, and it will be available only until this Monday.”. The audience will think that they are missing a chance, and they will desire it more. By bringing on all these hot cognitions in the audience, the audience will truly want what you are presenting. Chapter 6 - Never act as you need the audience - make them run after you. When you act as you need the audience’s approval, this shows weakness and this can kill your pitch. If you show them you need their approval, they perceive you as weak and their primitive reptilian components will think of your pitch as a threat to their cash. This can easily turn into a loop that as the listeners run away from you because you need them, you start to feel stressed and need the audience more. To deny the need of others, a three-stage formula from The Tao of Steve movie in which the main character Dex was using for picking up women can be used. In the first stage, get rid of your wants, at least in a way the target will assume like that. If the target thinks that you want something from them, they will think you are needy. To deny this, show them brightly that you do not need the target. In the second step, take whatever you do great, your strengths as a focal point. Show things that display your perfection. For example, Dex was making certain that his targets see his good relationship with kids. Likewise, you have to show perfection before the eyes of the target. In the third step, step back. At the significant time that the target thinks you pursue them for their cash, step back and say that you are not suitable for each other. They will start to run after you, similar to the women in the Tao of Steve running after Dex. Chapter 7 - Achieve situational alpha status to make your pitch effective. Status is crucial in social relationships. In any gathering, an overpowering member named “alpha” exists, and the others are placed in the inferior beta status. It is challenging to persuade people when you are in beta status, so you need the alpha status. Your fame or opulence may be some status symbols that you cannot change, but situational status can be changed seriously; for instance, although an accomplished surgeon would be of higher status than a golf trainer, the trainer has the alpha status while teaching golf. Frequently, the betas will try to push you to be a situational beta with the traps called beta-traps such as leaving you to wait in the lobby. You have to disregard these and prevent yourself from strengthening the object’s alpha status. Rather, defy and deny to get the alpha status for the situation as early as you can. Think of a case that a potential buyer made you wait for them in the waiting room. When you entered the meeting room, you can read the material of the table and when the customer looks at them, you can tell: “No, not until I am available.”. If you can do it in a good kind of humor, this will strengthen your alpha status. When you have the alpha position, you should drive the talk to a place that you know very well, such as a golf trainer tell about golf, not medicine, when teaching to a doctor. To toughen your position, push your object to tell something that strengthens your alpha status with a kind joke: “Make me remember why I would work with you on this business?”. Chapter 8 - Your pitch is better when it is brief and simple. At the beginning of your pitch, inform your audience that the pitch will be concise. This will relax them. For Nobel Prize winners Watson and Crick pitched their idea of DNA helix, just five minutes was required. You can pitch everything in a short amount of time when you are knowledgeable. Introduce yourself at the beginning of your pitch. But do not clatter your whole CV, highlight your big achievements such as the times you made fascinating jobs. Lots of people would be inclined to go immediately to the “big idea” that they want money for. However, initially, you need to answer questions in the audience’s mind. In other words, you need to tell why they should give you money right now. Instead of a lengthy and complicated examination, just mention the monetary, social, and technical aspects that will convince the audience not to lose the opportunity of your deal currently. Monetary aspects that will be useful for your pitch can be things like the target market’s increasing affluence, or decreasing interest rates; the social aspects can be the increase in fear about sustainability and the technical aspects can be the invention of electric cars. You have to show these aspects in a way that highlights opportunities that will be available for a short amount of time. These three aspects prepare the stage and draw a background for the big idea that also needs to be explained shortly and easily. The “recipe” to do this is: “For [target customers] who do not like [current offerings on the market]. My product is a [new idea] that ensures [solution to the key problem] contrary to [competing product]. My product has [key product features].” That is all. Then, you can talk about any details and features. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff Book Review It is crucial in every social relationship in which you want to persuade others that you obtain the command of it and make certain that the audience perceives your pitch from the frame you selected. Meanwhile, you have to tailor your pitch for the audience’s correct cognition at the neurological level so that their minds do not process against you and understand you positively.