Summary:
The book introduces the STRONG method, a strategic approach to pitching ideas, products, or deals by leveraging the psychology of persuasion and power dynamics. It covers techniques for framing a pitch, telling a compelling story, and overcoming objections to captivate an audience and close deals effectively.
Key points:
1. Frame Control: Klaff's concept of 'frames' refers to the perspectives we use to interpret information. Controlling the frame means controlling the conversation, which is key in successful pitching.
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