Psychology Archives

Oren Klaff: To Sell Your Idea, Target the Croc Brain

What does Oren Klaff mean by the “croc brain”? How does the croc brain process information? In his book Pitch Anything, Oren Klaff discusses the concept of the croc brain in the context of sales pitching. According to Klaff, one of the main reasons many good ideas get rejected when pitched is because we present them in a way that appeals to the target’s higher reasoning powers (logic and reason) but they are perceiving that information through the primitive crocodile brain. In this article, we’ll take a look at croc brain processing and how it affects your pitch.

Disembodiment: Case Study on Loss of Proprioception

Who was Christina in The Man Who Mistook His Wife for a Hat? Why did Christina suddenly lose control of her own body? One of Oliver Sack’s patients was Christina, a young woman who suddenly became disembodied due to unknown reasons. At the age of 27, Christina suffered a loss of proprioception, meaning she was basically a brain operating a robot body. Continue reading to learn all about Christina’s extraordinary case.

The Secret to a Good Sales Pitch: Frame Control

How do you craft a successful sales pitch? How can you get through the prospective buyer’s defenses and get them to seriously consider your proposition? According to Oren Klafff, the author of Pitch Anything, the key to crafting a good sales pitch is to win what he calls a “frame collision.” There are three common frames that your target could adopt: 1) the power frame, 2) the analyst frame, and 3) the time frame. In this article, we’ll discuss how to establish yourself in the dominant frame, which will greatly maximize the chances of getting your idea considered.

Korsakov’s Syndrome: Alcohol-Related Brain Damage

What is Korsakov’s Syndrome? What are the symptoms? How did this alcohol-related brain damage change Mr. Thompson’s life in The Man Who Mistook His Wife for a Hat? Korsakov’s Syndrome is caused by alcohol-related brain damage. It can present in many different ways, but this article will focus on the extraordinary case of Mr. Thompson: the man with the ever-changing personae. Here is the story of Mr. Thompson as told by his psychologist, Oliver Sacks.

Witty Ticcy Ray: Oliver Sacks’ Tourette’s Patient

Who was Witty Ticcy Ray? Why do many patients who suffer from superabundance illnesses dislike the idea of treatment? How did Oliver Sacks compromise with Ray? In his book The Man Who Mistook His Wife for a Hat, psychologist Oliver Sacks discusses brain illnesses that cause superabundance. One of his patients was Witty Ticcy Ray, a patient with Tourette’s Syndrome who allowed his Tourette’s to become a major part of his personality. Here is Oliver Sack’s research on superabundance and his experience with Witty Ticcy Ray.

Are There Different Prices for Different Customers?

Why do brands charge different prices for different customers for nearly identical products/services? Is the higher-priced product really significantly better than its lower-tier option? It’s no secret that companies can charge different prices for different customers. Once you realize that sellers base their prices in part on what they think you’re willing to pay, you can make better decisions about what you buy, where you buy it, and how much to spend on it. In this article, we’ll explore how companies can charge different prices to different customers, and what it means for you as a buyer.

Why You Need an Emotional Ally & How to Choose

Why Your Emotional Ally Can Be Anyone Around You

Why do you need an emotional ally? Can a negative person be your emotional ally? You need an emotional ally to help train you to be alert to bad feelings that can put you off a positive frequency. A negative person can be an ally because you are put in a situation that tests your ability to fight negativity and remain positive. Read more to fully understand the role an emotional ally can play in your life.

Remembering Repressed Memories: Sacks’ Research

Is remembering repressed memories a good thing or a bad thing? What did Oliver Sacks’ patients teach him about the brain and memory? Oliver Sacks, psychologist and author of The Man Who Mistook His Wife for a Hat, wrote about four patients with sensory and memory issues. Sacks explores the upsides and dangers of remembering repressed memories and the side-effects of treatment. Continue reading for Oliver Sacks’ research on memory and sensory.

How to Pitch an Idea: Expert Tips From Oren Klaff

What makes a good pitch? How can you increase the chances of your proposition being considered? When you are trying to pitch an idea, don’t try to capture your target’s interest by appealing to logic and reason. Instead, appeal to their primitive brain by using “hot cognitions.” Here are some tips on how to pitch an idea effectively to compel your target to consider your proposition.

The Psychology of Selling: The Power of Status

Have you ever been persuaded to buy or agree to something that you didn’t actually need or want? What do you think made you do it? The psychology of selling is complex—it’s not exactly clear-cut what it is that spurred you to make the unintended purchase in the end. According to Oren Klaff, the author of Pitch Anything, oftentimes the purchase decision is made purely on the basis of the perceived status of the salesman. In this article, we’ll discuss the role of perceived status in the prospective buyer’s purchasing decision.