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.

A frame is the instrument you use to package your power, authority, strength, information, and status.

How many times have you been giving a presentation when suddenly one or more people in the room take a deep dive into technical details? That’s the analyst frame coming at you. This is especially common in industries that involve engineers and financial analysts. This frame will kill your pitch.

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].

The effect of time on decision making has been researched for 100 years, and nothing has changed about human nature in that time: In nearly all instances, the addition of time pressure to a decision-making event reduces decision quality.

all the right techniques: setting the frame, telling the story, revealing the intrigue, offering the prize, nailing the hookpoint, and getting the decision.

If you wait for someone in the audience to say (or give body language to the effect), “We only have a few minutes left, so let’s wrap this up,” you will lose the frame because you now have to react to that person. Instead, when you see attention begin to bottom out and expire, that’s it. You’re done. Stay in control of time, and start wrapping up.

you are jacking into the wetware that controls their brains, their primordial programming. You are simultaneously communicating with them on the surface and below the surface of their consciousness.

As soon as the pitch or presentation begins, one critical thing must happen: The target must feel at ease. In the vast majority of cases, they don’t because they don’t know how long they’re going to be stuck listening to you, and you’re a stranger. Most people just don’t want to sit through an hour-long pitch. To put them at ease, I have a simple s