Hook the Croc Brain with tension and novelty.
The prospect acts arrogant, checks their phone, interrupts you, or tries to assert dominance.
Because framing dictates who holds the power in a room, mastering specific counter-frames is essential to defeating the defensive frames your audience will throw at you. The Power Frame Hook the Croc Brain with tension and novelty
They try to assert dominance through arrogance, status, or checking their phones.
"When I tell people I have an algorithm that clears this mess up in 24 hours, they nod and smile," Mark said. "But that’s not the interesting part." The Power Frame They try to assert dominance
The crocodile brain is the oldest, most primitive part of the human brain. It is focused entirely on survival. It operates on a simple, binary script designed to conserve energy and keep the organism safe: If yes, run away or fight. Is it boring? If yes, ignore it.
You can create intrigue by introducing an element of mystery or a ticking clock. Share a compelling narrative or a high-stakes scenario, but intentionally leave the resolution hanging. This psychological tension forces the audience to pay close attention to find out how the story ends. 4. Offering the Prize It is focused entirely on survival
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Clearly explain your product, service, or project. Focus entirely on the big picture, the unique value proposition, and the mechanism of how it works. Avoid technical jargon.
et a Decision: Drive for a clear "yes" or "no" without showing desperation. Critical Takeaways
Separate the numbers from the relationship. Provide a brief answer, then pivot back to the big picture: "We have a full data sheet that covers those metrics in detail, which I’ll hand over at the end. Right now, let’s focus on how this scales." The Intrigue Frame
