Pitch Anything

Specifically, we’re not trying to get the target to “like” us because learning to “like” something is the slow and intellectual business of the neocortex. This is not the business we’re in. We want high-temperature frames that create hot cognitions. And we’re using frame stacks to make sure that the target’s croc brain wants us and moves toward us—

Medium-Intensity Push/Pull Pattern.

The crocodile brain just doesn’t process details well, and it only passes along big, obvious chunks of concrete data. Second, unless your message is presented in such a way that the crocodile brain views it to be new and exciting—it is going to be ignored.

When you are responding ineffectively to things the other person is saying and doing, that person owns the frame, and you are being frame-controlled.

Here’s the internal pattern, the words you say to yourself to fully activate and deploy the prize frame: I am the prize. You are trying to impress me. You are trying to win my approval.

the prize frame, and the basic elements include 1. I have one of the better deals in the market. 2. I am choosy about who I work with. 3. It seems like I could work with you, but really, I need to know more. 4. Please start giving me some materials on yourself. 5. I still need to figure out if we would work well together and be good partners. 6. Wh

Defiance and light humor are the keys to seizing power and frame control.

Frames involving time tend to occur later in the social exchange, after someone has already established frame control. Again, if you want to know who has the frame, it’s easy to observe. When you are reacting to the other person, that person owns the frame. When the other person is reacting to what you do and say, you own the frame.

Most of the time, the data we have collected about choices and alternatives and options aren’t used to make a decision anyway. They are used to justify decisions after the fact.