: Make them prove why they are the right partner for your project. Breaking the Power Frame
We typically pitch from our —the analytical, logic-driven part of the brain. However, the person receiving your pitch is listening with their crocodile (croc) brain . This primitive filter prioritizes survival and quickly marks anything boring, complex, or non-threatening as "spam".
When you deliver a standard presentation filled with dense spreadsheets, technical jargon, and desperate pleas for attention, the audience’s crocodile brain perceives your pitch as complex, boring, or threatening to their time and energy. It immediately tunes you out or rejects the premise. : Make them prove why they are the
Because the Croc Brain views anything complex or boring as a threat to its energy reserves, it immediately ignores, distorts, or rejects the pitch. To win the deal, you must tailor your presentation to pass safely through the Croc Brain filter. The STRONG Method
To break a Power Frame, you must perform a minor, disruptive act of defiance. If they look at their phone, pause mid-sentence and wait in total silence until they look up. If they try to control the physical environment, lean over and playfully move an item on their desk, or gently take their notebook to sketch a diagram. This instantly signals to their primitive brain that you are an equal, alpha presence who cannot be easily dismissed. Countering the Time Frame This primitive filter prioritizes survival and quickly marks
Would you like a 3-slide pitch deck outline based on this approach for a specific product or scenario?
Pitch Anything reframes pitching as a social and neurological game. Success comes from controlling frames, engaging the primitive brain with crisp hooks, demonstrating status through concise proof, narrowing choices, and asking for commitment. With disciplined practice—tight openings, vivid evidence, and decisive closes—pitchers can shift conversations from meandering to decisive and significantly improve their win rates. Because the Croc Brain views anything complex or
Show your competitive advantage. What makes your solution impossible to replicate? Lay out the financial metrics, project milestones, and resource requirements cleanly without getting bogged down in low-level details.
Detail your unfair competitive advantage. Explain the unique technology, intellectual property, or market insight that makes your deal impossible to replicate.
To successfully navigate the crocodile brain and command any room, Klaff developed a step-by-step framework called the method. Each letter represents a critical phase of the pitching process. 1. Setting the Frame