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Use pattern interrupts to break through resistance from "summary" of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff
Pattern interrupts are a powerful tool for breaking through resistance during a pitch. When faced with resistance, our brains tend to default to a state of skepticism. This is a natural defense mechanism that helps us filter out irrelevant information and protect ourselves from potential threats. However, this skepticism can also work against us when we are trying to persuade someone to see things from our perspective. By using pattern interrupts, we can disrupt the brain's default mode of thinking and create an opening for our message to break through. These interrupts can take many forms, such as telling a surprising or unexpected story, using humor to lighten the mood, or introducing a novel or unusual element into the conversation. The key is to catch the listener off guard and make them pay attention in a new way. When we introduce a pattern interrupt into our pitch, we create a moment of cognitive dissonance that forces the listener to reevaluate their assumptions and beliefs. This moment of confusion gives us an opportunity to insert our message and frame it in a way that is more likely to be accepted. By breaking the pattern of resistance, we can open the door to a more receptive audience and increase our chances of winning the deal. Pattern interrupts are not about manipulating or tricking the listener; they are about creating a moment of engagement and connection that can lead to a more fruitful conversation. By using these techniques thoughtfully and strategically, we can overcome resistance and pave the way for our message to be heard and understood. In the high-stakes world of pitching, mastering the art of pattern interrupts can be the key to success.
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