Show the hero conquering the villain using your tool.
This layer processes social relationships, group dynamics, and status hierarchy.
This principle can be applied immediately. For example, if a meeting's key decision-maker is unexpectedly absent, a traditional pitcher might say, "No problem," and present to a subordinate, weakening their position. Klaff suggests saying something like: "So you're asking me to delay the start? Okay. I can give you 15 minutes to get organized. But if we can't start by then, let's just call it a day." This communicates that your time and your message are valuable and should not be treated casually.
"Frames" are the invisible psychological structures that control any social interaction. A frame packages your power, authority, status, and information. Klaff argues that the party with the stronger frame always wins a "frame collision," which is any social encounter. Therefore, your first job is not to present your idea, but to assert your own frame and avoid falling into the one your audience tries to set. Show the hero conquering the villain using your tool
To help apply the STRONG framework to your specific business goals, let me know: What or product are you currently pitching? Who is your target audience or typical buyer?
to the Neocortex only if it is novel, simple, and safe.
The oldest, most primitive part of the brain. It is responsible for survival, handles fight-or-flight responses, and filters out 90% of daily data. It views anything new as a potential threat or a waste of energy. For example, if a meeting's key decision-maker is
The oldest, most primitive part of the brain. It is focused entirely on survival, filtering out anything complicated, boring, or perceived as a threat.
A pitch cannot be a sprawling, hour-long lecture. It must be anchored by a single, sharp "hook point." This is the core, memorable idea that you want your audience to remember long after you've left the room. Distil your complex proposal down to a concise, powerful statement that encapsulates its essence, value, and novelty. This hook point is your home base; return to it, build upon it, and ensure every part of your pitch reinforces it.
To solve this problem, Klaff introduces the , a six-step formula designed to seize attention, establish dominance, and guide a pitch to a swift conclusion. This framework is the heart of the Pitch Anything methodology. I can give you 15 minutes to get organized
Compress your entire core presentation into a maximum of 20 minutes. The human brain cannot maintain high focus beyond this window.
Every human interaction is governed by an invisible power dynamic called a frame. When frames collide, the stronger frame absorbs the weaker one. To control the meeting, you must establish frame dominance early.