1: “When I’m working with someone or speaking, I always say, ‘Let’s identify the problem,’ “Hollywood producer Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.

“Without fail,” he writes, “everyone thinks I’m referring to the problem that their product or service is solving for the audience.”

Because that’s been the typical sales script forever: We identify the problem. Then, … continue reading

1: “My wife says you help people pitch their ideas. Do you think I need some work on mine?” 

Brant Pinvidic was sitting next to Jeff. It was the start of a three-hour bus ride into the British Columbia wilderness for a heli-skiing adventure.

The two men knew each other through their young sons, who were friends at school.

“Well, I guess you’d say I run a plumbing company,” Jeff … continue reading

1: We are building a presentation. What is the most important question we must ask ourselves? 

“How will they rationalize the decision to ‘buy in’ to my proposal?” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation.

Humans are the only species with the ability to rationalize.

“And it’s the basis and foundation for every decision we make,” he … continue reading

1: We have three minutes.

“Every time we make a pitch, presentation, or proposal to try to influence anyone to do anything, our audience’s first impression will be fully formed in less than three minutes,” Brant Pinvidic writes in his book The 3-Minute Rule: Say Less to Get More from Any Pitch or Presentation. 

“That yes or no is already in their heads,” he writes. “It’s not our fault. … continue reading