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Response: “I understand. Let’s look at the interest stack again. Without step one, you lose 10 hours a week. Without step two, you never get to automation. Which layer would you remove to lower the price?” This reframes price as value dilution. Want a free SPICE framework template to map your next pitch
That is the future of pitching. You’ve just learned how to pitch anything using an innovative method for presenting, persuading, and winning the deal install. But knowledge without action is entertainment. Let’s look at the interest stack again
Instead of “I’ll send you a proposal tomorrow,” say: “Let’s draft the next steps now. I’ll open a document. You tell me: what’s the #1 outcome you need in 90 days? Great. Now, what budget cycle does this fall under? And who else needs to sign off?” Which layer would you remove to lower the price
Start with a low-risk, high-relief benefit. Then add a second that builds on the first. Then a third that creates network effects.
The innovative method begins by destabilizing the listener’s comfort zone. People cling to the status quo because the fear of loss is twice as powerful as the promise of gain. To win the deal, you must make staying the same feel dangerous.