Pitch Anything

My idea/product is a [new idea or product category] That provides [key problem/solution features]. Unlike [the competing product]. My idea/product is [describe key features].

Global status is fixed. It’s only situational status that you can grab and control.

Importantly, the humor is not there to relieve tension. Instead, it’s there to signal that although the tension is real, you are so confident that you can play around a little. Perhaps it’s best to think about it this way: People who have lots of options are not uptight, and they don’t take themselves too seriously.

Collectively, I call these the STRONG method (you will learn about these soon).

One of the many benefits of using a frame-based approach to doing business is that it does not require a lot of technique, tactics, or smooth talk. In fact, as you will soon see, the less you say, the more effective you will be. Sales techniques were created for people who have already lost the frame collision and are struggling to do business from

Here’s the “big idea” in 76 words: There is a fundamental disconnect between the way we pitch anything and the way it is received by our audience. As a result, at the crucial moment, when it is most important to be convincing, nine out of ten times we are not. Our most important messages have a surprisingly low chance of getting through.

This is a subtle framing technique known as prizing. What you do is reframe everything your audience does and says as if they are trying to win you over.

What’s new here is not that you should tell some kind of story to your target. What’s new and important is when to use it—as soon as you recognize that the target is coming at you with an analyst frame.

As you will see, it begins by setting the frame for your pitch, putting your big idea into an easily understood context. And then, once the frame is established, you must seize high social status so that you have a solid platform from which to pitch. Then you must create messages that are full of intrigue and novelty.