Hong and Andrew do a book review of Pitch Anything, by Oren Klaff, which covers the emotional aspects of pitching that everybody gets wrong.

Show notes:

• 00:35 - Introducing Pitch Anything
• 00:55 - The shortcomings of the methodical personality
• 02:02 - The problem with (Hong’s) scientific writing
• 03:02 - A human nature book disguised as a pitching book
• 04:00 - The problem of projecting neediness
• 05:01 - The social consequences of eating another man’s apple
• 06:37 - The primal Lizard Brain vs. the logical Ape Brain
• 08:16 - How to get past the lizard brain’s defenses
• 10:14 - The curse of knowledge
• 11:24 - How car commercials hook your reptilian mind
• 12:38 - Painting a picture in the mind to sell your pitch
• 13:58 - Parallels to the book “Thinking, Fast and Slow”
• 16:41 - How to apply human nature insights to a real pitch
• 17:25 - Pitching to someone who really needs to pee
• 19:00 - Balancing positive and negative emotion in a pitch
• 19:45 - Playing the Good Cop and the Bad Cop
• 21:20 - The cross-cultural value of wild pitching stories
• 22:10 - The dire pitching consequences of projecting neediness
• 23:22 - The problem with neediness in all areas of life
• 24:35 - Don’t lose sight of the transactional aspect of your pitch
• 26:58 - The inherent selfishness of displaying neediness
• 27:30 - Don’t fear all negativity, use it as a tool
• 28:48 - Translating the Mad Men boardroom into the civilized world
• 30:36 - Separating the gold from the ore

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