Trojan Horse

Learn pattern

Lead with something they already want, then reveal the bigger opportunity inside

Category: Persuasion
Structure: The Obvious Win (What They Want) -> The Hidden Opportunity -> The Bigger Vision
Best for: Upselling, expanding scope, introducing new initiatives
Source: Strategic framing / Foot-in-door technique

framework reference

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overview

What you need to know

Definition What is it?

Lead with something they already want, then reveal the bigger opportunity inside

Structure How is it structured?

The Obvious Win (What They Want) -> The Hidden Opportunity -> The Bigger Vision

Best fit When does it fit best?

Upselling, expanding scope, introducing new initiatives

Examples

13 matching slides Story loop evidence for Trojan Horse

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