Hong and Andrew do a book review of Pitch Anything, by Oren Klaff, which covers the emotional aspects of pitching that everybody gets wrong.
Show notes:
- 00:35 - Introducing Pitch Anything
- 00:55 - The shortcomings of the methodical personality
- 02:02 - The problem with (Hong’s) scientific writing
- 03:02 - A human nature book disguised as a pitching book
- 04:00 - The problem of projecting neediness
- 05:01 - The social consequences of eating another man’s apple
- 06:37 - The primal Lizard Brain vs. the logical Ape Brain
- 08:16 - How to get past the lizard brain’s defenses
- 10:14 - The curse of knowledge
- 11:24 - How car commercials hook your reptilian mind
- 12:38 - Painting a picture in the mind to sell your pitch
- 13:58 - Parallels to the book “Thinking, Fast and Slow”
- 16:41 - How to apply human nature insights to a real pitch
- 17:25 - Pitching to someone who really needs to pee
- 19:00 - Balancing positive and negative emotion in a pitch
- 19:45 - Playing the Good Cop and the Bad Cop
- 21:20 - The cross-cultural value of wild pitching stories
- 22:10 - The dire pitching consequences of projecting neediness
- 23:22 - The problem with neediness in all areas of life
- 24:35 - Don’t lose sight of the transactional aspect of your pitch
- 26:58 - The inherent selfishness of displaying neediness
- 27:30 - Don’t fear all negativity, use it as a tool
- 28:48 - Translating the Mad Men boardroom into the civilized world
- 30:36 - Separating the gold from the ore
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