I have been absolutely fascinated by the new training I am going through by Oren Klaff, Pitch Mastery! As I learn, I will choose what to sum up and share with you. Some of the info I share in each post will be my own additional information as well, to expand upon the main point.
This information will be very helpful for people in sales, especially network marketers, and those that have their own business.
I am not going to give everything away, for obvious reasons. But what I choose to share with you will be profound & will be something you can instantly implement in your business and life to see significantly different results. I suspect for most, these will be game changers for you.
So, let’s get started! 🙂
One of The Best Ways to Share Information
If you are presenting a new topic, concept, idea or explaining something complex, you need to limit the amount of information you share at first and simplify anything that is complex.
The human brain developed in 3 stages. The first stage is known as the crocodile brain and filters all information coming to it with basic survival questions. This developed about 5 million years ago.
This 1st part of the brain is what is connected closest to your neck. It is completely unable to analyze, problem solve or process a lot of information at once. That capacity wasn’t necessary back then, when the main concern for the day was where they were going to get food and sleep (basic survival questions).
The crocodile brain’s primary function is to keep you safe, and whether your information is meant to harm someone or not, it perceives almost anything new as a threat (defense mechanism).
So in order to allow your information to be received easier and to increase your chances for acceptance, buy in, or interest to hear more, present your information to individuals in small tidbits, in simpliest terms, and exclude any and all information that is not necessary to give to the person at first.
Crucial point: simple does not mean vague. You must be precise.
Vagueness can’t be properly processed through the earliest part of our brain.
Think: a lion is coming at me. (Precise)
Not: there are lions out there, one day a lion could attack me, but it might not, even ever, but I see a lion in the far distance right now, but I am not sure if that lion will try to attack me. (Vague)
Vagueness is usually a lot of ‘talk around’ the topic. It’s long/wordy and lacking substance. It’s where confusion begins for the other person. It leaves the other person saying “what are you really trying to say here?” Avoid it and be precise.
In that example above, the only thing the croc brain cares about is the lion coming at you. The croc brain will give attention to what it cares about and what it is wired for.
You need the croc’s brain full attention. Otherwise your idea get’s squashed right on the spot.
Too much information all at once can kill your ability to get the interest you are seeking to have further conversations about the idea you are presenting.
Present things in a new way, and with some speed, because the crocodile brain will ignore anything it is bored with and doesn’t have a large attention span. Avoid numbers and stats if you can because 5 million years ago, numbers or stats weren’t important.
The neocortex (sits on top of the midbrain, closest to the top of your head) is the 3rd and last part of the brain’s evolution. It is the most sophisticated part of your brain. It is where analysis and problem solving are done.
You Still Have One More Filter
But after the crocodile brain, you have to still go through the midbrain before the information reaches the neocortex.
So even in your next conversation or teaching, when you are sharing your next set of facts, information, or expanding on your idea, still keep it relatively simple.
You need to go through ‘approval’ phases with individuals. Not actual approval, but your information will never make it to the most sophisticated part of your target’s brain, unless it passes through the midbrain as well (the 2nd part of the brain’s evolution).
Although this sounds like it happens slowly, it happens rather rapidly. This is how we are wired, and this is why most new ideas, or visions, or complex concepts get rejected more than they get accepted.
The Common Mistake
Individuals usually tend to think because they are presenting something new, they have to provide all the information up front so the target person can learn it all with transparency and to cover any possible questions that will come up. Sometimes its just their own sheer excitement that makes them share too much too soon.
But all you are doing is overloading the crocodile brain and when that happens, you significantly decrease your chances of acceptance, interest, or understanding your complex concept.
If you want to share information with others, do it the best way: simply, quickly, in small amounts, be precise, not vague, & present it in a new way – or at least in a way that won’t bore them.
Bonus: Some Questions to Ask Yourself
1. When I am presenting something to someone, what are the essentials I need to get across to find out if they are remotely interested? What is all the ‘stuff’ I can eliminate in my first presentation or conversation?
2. When I am speaking to someone about my product/service/idea/complex concept, am I being precise? Does every word pretty much count? Can I eliminate words? Can I reword my way of presenting it to them so it is less vague and keeps their attention and offers intrigue?
3. For a complex concept: if I was hearing this for the first time, would I understand this? Is there a simplier, way I can get my general main point across? Where could the ‘not understanding’ set in?
4. Am I taking too long to get my general idea across to others? Am I loosing their attention span? When I am talking, do I see people’s minds drift to something else? (you can tell they aren’t really listening anymore.) Do they get busy checking their smartphone when I am not even done talking? Is there a way to state my point, my vision, my idea quicker? Note: this does not mean talk quicker either. It aligns with simple and precise, not word speed.
5. Do I have any numbers in my first ‘schpeel’? If I do, get rid of them completely.
*this is especially important for network marketers*
– a very common mistake is to state how much money can be made in the 1st conversation. It doesn’t make a difference if you tell the person they can make $1 or $10M dollars in this business. You need to find out if they are really interested in the business model itself – how the business is structured (are they comfortable team building, building relationships, are they positive minded, a self starter, do they even believe in the product?) If people are interested, you know the money is there to be made. That can be another conversation later after they have shown genuine interest outside the money.
Think of other questions that will help create a platform or setting for how you will share your information, idea, vision, complex concept with others for the 1st time, in a much better and more accepted way. Think for both online and offline (in person, on phone). Keep the croc brain’s ‘rules’ in mind and you should succeed! 🙂
Let me know your thoughts on this and please share your success stories once you implement this new tactic. I am excited to hear how this works for you! It’s best to share over on my fanpage: Facebook so others can learn from your success!