Run simulation pitches where colleagues act as hostile or bored executives. This desensitizes your team to high-pressure environments.
If it is too complex, simplify it by cutting it out entirely.
(logical, complex thinking) to speak, the audience listens with their crocodile brain Run simulation pitches where colleagues act as hostile
Oren Klaff’s "Pitch Anything" method outlines a framework for bypassing the "crocodile brain" by presenting information through tension, framing, and narrative, rather than relying solely on logical, neocortex-driven arguments. The STRONG method—Setting the Frame, Telling the Story, Revealing Intrigue, Offering the Prize, Nailing the Hookpoint, and Getting a Decision—is designed to position the presenter as the prize, reducing neediness and increasing influence. For an in-depth exploration of these techniques, read the full article on Oren Klaff's website.
To maintain high engagement, introduce an element of suspense or mystery. Human attention spans naturally drop after a few minutes. (logical, complex thinking) to speak, the audience listens
Mastering the Art of the Close: A Deep Dive into "Pitch Anything"
Traditional sales psychology trains you to seek. You chase the investor, you pursue the client. This creates "needy" behavior. Klaff reverses this entirely. To maintain high engagement, introduce an element of
Dry lists of features will put your listener's Croc Brain to sleep. Storytelling is the only communication medium proven to light up the neocortex and release dopamine, creating engagement and memory.
Securing capital, closing major sales, or convincing stakeholders requires more than a polished presentation. Standard pitching techniques often fail because they target the analytical part of the human brain, which is wired to reject new information. Oren Klaff’s groundbreaking book, Pitch Anything , introduces an innovative method for presenting, persuading, and winning the deal by engaging the brain's natural evolutionary biology.
