When you abide by the rituals of power instead of establishing your own, you reinforce the opposing power frame. - Oren Klaff

Setting the frame Telling the story Revealing the intrigue Offering the prize Nailing the hookpoint Getting a decision

I was watching myself fall back onto the classic sales approach, with its tired old script: First become likable and build rapport, then explain “features and benefits,” next do a trial close, and then fight like an alley cat to overcome all the objections the buyer has come up with.

Nobody wants to invest time or money into an old deal that has been sitting around. This is why you need to introduce a “Why now?” frame.