Rajiv's Books

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...