- Have you ever had a great pitch, but couldn’t keep your listener’s attention?
- You can know everything about your subject and still not be convincing.
- The crocodile brain will filter your message within minutes.
In our last team meeting, we discussed the way people think — particularly when it comes to hearing something new.
In particular, we delved into Oren Klaff’s Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal where he discusses how to present new info in a pitch and dealing with “Crocodile Brain.”
A great pitch is not about procedure. It’s about getting and keeping attention.
If you ever have to make a sales pitch (Hint: You definitely will!), you need to get past your potential customer’s “Crocodile Brain” (the initial filtering of the incoming message) to have any chance of closing the sale!
(Having a reliable business management software platform can help you close sales — contact us today to learn more about our fitness business management software.)
How to Get Past the Crocodile Brain
- Recognize the limited focus and capacity of the Crocodile Brain – Up to 90 percent of your message will be discarded before it’s passed to the other “parts” of the brain!
- Bring something new to the table – Even just a fresh point of view can be enough! Unless your message is presented in such a way that the Crocodile Brain views it to be new and exciting, it is most likely going to be ignored.
- Simplify, simplify, simplify! – If your message is complicated, contains abstract language, and lacks visual cues, there’s a good chance it will be perceived as a threat. Threats do not = sales!
You can know everything about your subject and still not be convincing — especially if you’re shut down by the Crocodile Brain!
We’ve got an expert team that’s partnered with some of the best fitness professionals around the world. Schedule a call and let us discuss how we can increase your sales and engagement. “I’m ready to schedule my demo today!”