If you are selling something (and most of us are), what's stops people from buying what you are offering? There is usually a list of objections--some of them fairly universal--that people use to keep themselves from not buying from you. Make a list of all the objections that you can think of... and any that you've been told before. For example, you might list: too expensive, too similar to competitor's offering, easy to lose, etc. Now what would be the opposite of the objection? For example, too expensive could be inexpensive or good value. Then take the Reversing Presupposition frame and apply it to the objection and also using the opposite in the frame. "How could too expensive actually mean good value?" Write down your answers and continue with other objections if you have them. If I were selling expensive pillow cases my objections could be too expensive, too similar to other pillow cases. I would use the Reversing Presupposition frame and apply it to the objections. So for too expensive, I might come up with tighter weaves making it less likely to be infected with dust mites. For too similar to other pillow cases, I might say that the fibers are made of a certain material making them last longer and easier to clean than those other pillow cases. So I would work my answers into a sales pitch that would inoculate the objections before the prospect had a chance to ask. If I were giving a presentation and a different objection would come up, I'd incorporate that into my next pitch. To reinforce the pitch--and this could be spoken or written--I use what's I call NEGATIVE GROUP ASSOCIATION. This is where you would take a group of people that the prospect WOULDN'T want to belong to and incorporate the objections into the pitch. Continuing with the pillow case example, I might say something like, "Insomniacs think these pillow cases are too expensive and..." or I might say, "Slobs who live in hovels might think these pillow cases are just like any other pillow cases, but..." You could use the Negative Group Association before or after your objections. Talk to you later,