: You must control the "frame" or perspective of the meeting. If you lose control of the frame (e.g., letting the client dictate the time or location), you lose the deal. T - Telling the Story
This is the anchor. You must be willing to walk away. If the deal isn't right, you say no. This tells the other party that you value integrity over a check. When you are willing to lose the deal, you win the respect. pitch anything pdf
ell the Story: Hook the audience emotionally and keep their attention. : You must control the "frame" or perspective of the meeting
eveal the Intrigue: Introduce a "push-pull" dynamic to keep people interested. You must be willing to walk away
: Facts bore, but stories captivate. You must weave a narrative that triggers "hot cognition"—decisions made based on emotion rather than pure logic. R - Revealing the Intrigue
The central premise of Klaff’s work is that while you pitch with your sophisticated (logical brain), your audience receives it with their crocodile brain (primitive brain).