The New ABCs of Selling: A Is for Attunement

The New ABCs of Selling: A Is for Attunement

What is attunement in reference to sales? How can you use attunement to move others? In the new ABCs of selling, the A stands for attunement. Attunement is the ability for a salesperson to tune into their buyers’ needs and to change their approach depending on the circumstances and the needs of the buyer. Continue reading to learn all about attunement as part of the new ABCs of selling.

Oren Klaff: To Sell Your Idea, Target the Croc Brain

Oren Klaff: To Sell Your Idea, Target the Croc Brain

What does Oren Klaff mean by the “croc brain”? How does the croc brain process information? In his book Pitch Anything, Oren Klaff discusses the concept of the croc brain in the context of sales pitching. According to Klaff, one of the main reasons many good ideas get rejected when pitched is because we present them in a way that appeals to the target’s higher reasoning powers (logic and reason) but they are perceiving that information through the primitive crocodile brain.  In this article, we’ll take a look at croc brain processing and how it affects your pitch.

Information Gaps in Economics: What Are They?

Information Gaps in Economics: What Are They?

What are information gaps in economics? Are seller-buyer information gaps good for the economy? When one party doing a business deal has more information than the other party, there is an information gap. Usually, the information gap is such that the seller has more information than the buyer. When this is the case, the market is not running efficiently. This article explains the information gap, discusses how to close it, and examines how to solve broken health care systems using these economic principles. 

Caveat Emptor and Caveat Venditor: The Sales Revolution

Caveat Emptor and Caveat Venditor: The Sales Revolution

What do caveat emptor and caveat venditor mean? How has the general feeling around sales shifted? Caveat emptor is the traditional, profit-focused sales model while caveat venditor is the more modern, service-focused model of selling. The general value system has shifted from “buyer beware” to “seller beware” due to the rise in technology and social media evening the playing field between sellers and buyers. Continue below to learn more about caveat emptor and and caveat venditor.

The Secret to a Good Sales Pitch: Frame Control

The Secret to a Good Sales Pitch: Frame Control

How do you craft a successful sales pitch? How can you get through the prospective buyer’s defenses and get them to seriously consider your proposition? According to Oren Klafff, the author of Pitch Anything, the key to crafting a good sales pitch is to win what he calls a “frame collision.” There are three common frames that your target could adopt: 1) the power frame, 2) the analyst frame, and 3) the time frame. In this article, we’ll discuss how to establish yourself in the dominant frame, which will greatly maximize the chances of getting your idea considered.

The History of Sales: Three Sales Shifts & Their Origins

The History of Sales: Three Sales Shifts & Their Origins

What is the history of sales? Why does Daniel Pink say that we are all salespeople? In his book To Sell Is Human, Daniel Pink says that all humans are salespeople, whether we like it or not. Pink discusses the transition from traditional sales (or selling sales) to modern sales (or non-selling sales). Pink says that sales aren’t always about making money, it’s often about “moving” others—this can even be in the form of trying to get likes on social media. Keep reading to learn about the history of sales and how sales has changed over the years.

The 4 Parts of a Good Sales Pitch Structure

The 4 Parts of a Good Sales Pitch Structure

How should you structure a sales pitch? At what point in your sales pitch should you offer the deal? According to Oren Klaff, the author of Pitch Anything, your sales pitch should consist of four phases. In the first phase, you introduce your pitch, yourself, and your idea. In the second phase, you talk about the numbers, the competition, etc. Once the specifics are clear, you offer the deal in phase three. Finally, in phase four, you create what he calls “hot cognitions.” We’ll cover the four phases of Oren Klaff’s sales pitch structure, how long each part should last,

Why There Is No Such Thing as a Universal Game

Why There Is No Such Thing as a Universal Game

Is there such a thing as a game that would satisfy every player? Do different genders prefer different game types? According to Raph Koster in A Theory of Fun for Game Design, there is no such thing as a universal game. This is because everybody enjoys games differently based on factors such as intelligence type, personality, and gender. Here is why you shouldn’t try to make a universal game.

Sales Pitch Tips to Get More Buy-Ins

Sales Pitch Tips to Get More Buy-Ins

What makes a great sales pitch? How do you introduce your idea in a way that grabs your target’s attention and sustains it all the way from start to finish? According to Oren Klaff, the author of Pitch Anything, there are two elements to holding the attention of your target audience while making a sales pitch: desire and tension. Desire is triggered when there is a prospect of the product or service improving their life in a significant way. As for tension, it comes from conflict: when the target feels rejected and accepted at the same time. In this article,

Pitch Anything by Oren Klaff: Book Overview

Pitch Anything by Oren Klaff: Book Overview

What is Oren Klaff’s Pitch Anything about? How do you pitch an idea or a proposition in a way that compels your target to actually consider it? In his book Pitch Anything, Oren Klaff teaches you the key principles and strategies of effective sales pitching. The main premise is that the success of your pitch depends on your ability to appeal to your target’s primitive and emotion-driven “croc brain.” Here is a brief overview of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.