by Oren Klaff
Klaff argues that every pitch must first survive the listener's primitive crocodile brain before it can ever reach their analytical neocortex, which is why logical facts usually fail. He introduces the STRONG method for framing, status, and intrigue so that pitches pass the survival filter and trigger emotional engagement before reason.
In this collection, Pitch Anything references 3 other books.
It draws on Thinking, Fast and Slow, Influence and Predictably Irrational.
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Maps Kahneman's System 1 and System 2 from Thinking, Fast and Slow onto his crocodile-brain versus neocortex model of how pitches are evaluated
Draws on Cialdini's Influence principles of scarcity and authority when explaining how to engineer prizing, push-pull, and local star power in a pitch
Cites Ariely's Predictably Irrational research on anchoring and emotional decision-making to justify why facts alone cannot persuade investors
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Books from completely different categories that share citation overlap with this one. These are the reads you would not find by browsing a single shelf.
You Are Not So Smart
David McRaney
Atomic Habits
James Clear
Sapiens
Yuval Noah Harari
Mindware
Richard Nisbett
The Wisest One in the Room
Thomas Gilovich
Phishing for Phools
George Akerlof
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