Pitch Anything by Oren Klaff (A Summary) This book is radically different from other books on sales. It finds no merit in cold calling or meeting hundred of prospects. It advocates understanding of human nature. It says that the human brain is divided into three parts: Crocodile brain Mid brain Neocortex When we are trying to sell, the crocodile brain is the one we encounter. The crocodile brain acts defensively. It runs away if it senses danger. or withdraws if it finds it boring. The neocortex brain cater to higher intelligence aspects like project analysis, mathematics calculations while the mid brain is all about social relationships. The reason why sales pitches fail is that we pitch on ideas based on the the neocortex but the prospect receives these ideas in his crocodile brain. Unless there is novelty or excitement in the pitch, it won't register beyond the crocodile rain to the neocortex. This is the reason why most pitches fail. The crocodile brain...
Posts
- Get link
- X
- Other Apps
The practice by Seth Godin ( A Summary) Can we control the outcome of any action we have undertaken? No. Can we guarantee an outcome. Again no. We may be overconfident of the result. But it can only lead to hubris. Our arrogance compels us to make costly mistakes. What should we do then? Author Seth Godin suggests that we place our trust in The Practice. What is The Practice? “The Practice is a persistent stepwise approach that we pursue for its own sake and not because we want anything guaranteed in return”. The question arises then how do we survive? We got to make money ,right? The results will come if you give your all to the practice. If you focus on the outcome, the practice will suffer. Any attachment to the outcome will generate anxiety. And this will reduce the quality of your output. The Practice advises that we work with generosity and intent. Our work should contribute to betterment in other people’s lives. If you keep doing your work consistently, many opportunities ...