7 Deadly Sins of Sales Pitching
You Scare People.
If your pitch is abstract and lacks visual cues, it could be interpreted as a threat. This isn't mere theory—it's backed up by hard science. Klaff explains that the presenter uses his or her neocortex, part of the brain that can handle complex reasoning and data analysis. But the potential customer processes those messages through a more primitive, instinct-aware part of the brain. Consider car marketing: no one wants to hear about gas ratios or complicated navigation systems; they want to know how they'll feel tearing down the highway at 90 miles an hour. Unless asked details, stick to emotion and narrative.