Sublime

all the right techniques: setting the frame, telling the story, revealing the intrigue, offering the prize, nailing the hookpoint, and getting the decision.

You’re going to make the pitch in four sections or phases: 1. Introduce yourself and the big idea: 5 minutes. 2. Explain the budget and secret sauce: 10 minutes. 3. Offer the deal: 2 minutes. 4. Stack frames for a hot cognition: 3 minutes.

This is a subtle framing technique known as prizing. What you do is reframe everything your audience does and says as if they are trying to win you over.

To solidify the prize frame, you make the buyer qualify himself to you. “Can you tell me more about yourself? I’m picky about who I work with.” At a primal, croc brain level, you have just issued a challenge: Why do I want to do business with you?