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Oren Klaff Biography

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“As you are pitching your idea, the croc brain of the person sitting across from you isn't 'listening' and thinking, 'Hmm, is this a good deal or not?' Its reaction to your pitch basically goes like this: 'Since this is not an emergency, how can I ignore this or spend the least amount of time possible on it?' This filtering system of the crocodile brain has a very short-sighted view of the world. Anything that is not a crisis it tries to mark as 'spam.' If you got a chance to look at the croc brain's filtering instructions, it would look something like this: 1. If it's not dangerous, ignore it 2. If it's not new and exciting, ignore it. 3. If it is new, summarize it as quickly as possible - and forget about the details. And finally there is this specific instruction: 4. Do not send anything up to the neocortex for problem solving unless you have a situation that is really unexpected and out of the ordinary. These are the basic operating policies and procedures of our brains. No wonder pitching is so difficult.”

Sales And Marketing
Book:Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
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“Money is almost useless to any buyer/investor until it purchases what you have. Oh sure, the investor's money can earn a few bucks in Treasury bills or corporate bonds. But that's not what money wants to do. It wants to go to work by investing in deals and buying products. How does this work in the real world? This can seem a little abstract until you fully internalize the following fact: Money cannot do anything without you. The money needs YOU.”

Sales And Marketing
Book:Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal
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