Pitch Anything

consider three of the most fundamental behaviors of human beings: 1. We chase that which moves away from us. 2. We want what we cannot have. 3. We only place value on things that are difficult to obtain.

Prizing is the sum of the actions you take to get to your target to understand that he is a commodity and you are the prize. Successful prizing results in your target chasing you, asking to be involved in your deal.

This is a subtle framing technique known as prizing. What you do is reframe everything your audience does and says as if they are trying to win you over.

Economic forces.

Social forces.

Use the elements of surprise and tension, and as you approach the most interesting part of the story, move away from it and leave the audience intrigued—until you are ready to reveal.

The target can like your deal (or be afraid of it) before he knows much detail about it—and the target probably can decide “Yes” or “No” without even knowing what it is. This is hot cognition at work. Deciding that you like something before you fully understand it—that’s a hot cognition.

Low-Key, Low-Intensity Push/Pull Pattern.

The two parts of the attention cocktail are novelty and tension, which in a pitch work together in a feedback loop for about 20 minutes until—no matter what you do or how hard you try—they get out of balance and then stop working altogether.

movement through space and time because they are likely to be important.