Pitch Anything- An Innovative Method For Presenting- Persuading- And Winning The Deal Jun 2026
To keep the crocodile brain from getting bored, you must introduce an element of intrigue. This involves withholding a crucial piece of information or creating a narrative cliffhanger. When people are intrigued, their brains release dopamine, forcing them to pay close attention. 4. Offering the Prize
Most traditional pitches trigger the third response: boredom. When you click through 30 slides of market analysis and revenue projections, the crocodile brain shuts down. It labels your presentation as "non-threatening, non-rewarding noise." You lose the deal not because your logic is weak, but because you failed to hold their neurochemical attention.
However, your audience does not receive your message with their neocortex. Instead, incoming information must first pass through the (or croc brain). Understanding the Croc Brain To keep the crocodile brain from getting bored,
This was a "power frame" attack. Henderson was trying to regain control.
Most pitchers adopt the : "I am here to beg for your money. Please let me show you my slides." This is a losing position. which is focused on survival
If you want to apply these concepts to your next presentation, let me know: What are you pitching?
However, neuroscience reveals a critical bottleneck: every piece of incoming information must first pass through the primitive, evolutionary core of the human brain, known as the (or croc brain). How the Crocodile Brain Filters Your Pitch evolutionary core of the human brain
In , Oren Klaff argues that successful pitching is a science of neuroeconomics rather than an art form. The core of his method addresses the "brain gap": while presenters use their logical neocortex to explain complex ideas, the audience initially filters those ideas through the primitive crocodile (croc) brain , which is focused on survival, novelty, and emotional response. The STRONG Framework
True power comes from the absolute willingness to withdraw your offer if the terms or the dynamic are incorrect. Conclusion: The 20-Minute Pitch Rule
| If they say... | You respond with... | | :--- | :--- | | “Send me a deck.” | “I’d rather do a 7-min screen share. When tomorrow?” | | “We need more data.” | “Data is a distraction. What risk are you really worried about?” | | “Let me think about it.” | “What specifically needs to ‘cook’? Let’s solve it now.” | | “Why should I care?” | (Prize Frame) “Maybe you shouldn’t. We have 4 others. Should we move on?” |