Instead of answering their questions (which would have submitted to their frame), Klaff looked at his watch and said: "Look, I get it. You are experts in medicine. I am an expert in building wealth. We have 45 minutes scheduled. We have used 5. You have asked 3 questions that show you don't trust my data. That's fine. I have another meeting across town in an hour. Here is the deal: You can keep asking me defensive questions for the next 40 minutes, or you can shut up, let me finish my pitch in 15 minutes, and you will have 25 minutes to ask smart questions. Your choice."
A practical, brain-based counterpunch to boring, data-heavy PowerPoint presentations. Essential reading for entrepreneurs, sales professionals, and anyone who needs to win high-stakes deals. Pitch Anything- An Innovative Method for Presen...
The core of this method is the framework and the mastery of Frame Control . 1. The S.T.R.O.N.G. Method Instead of answering their questions (which would have
The final stage is moving to a "hard no" or a "hard yes." Klaff argues against the "maybe." By the end of a STRONG pitch, the value is so clear and the frame is so strong that the audience feels a physical need to participate. Why It Works We have 45 minutes scheduled
We are drowning in information. The average executive sees over 100 pitches a year. Most of those pitches are boring, symmetrical, and safe. They are forgotten within an hour.
To bypass the Croc Brain and win the deal, Klaff introduces the framework: 1. Setting the Frame