Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal

Chapter 8Get in the Game

Learning to manage social dynamics is not an intuitive undertaking. Ten years ago, I found myself in many situations where I was the beta. I thought I had to accept this low social status and thought that there was almost nothing I could do to control the frame. I didn’t even know what a frame was. And I cannot rationally describe to you why in those early days I disliked—even hated—traditional sales techniques.

I just knew what I wanted—a method that requires no blunt-force trauma. No beg-or-bash modalities that aggravate people and make them regret doing business with you. I wanted nothing to do with the anxiety and fear that accompany those beta-trapped, pushy methods.

Beta methods do not exist in my approach for the ...