Job #1 in flipping the script is to get the other person to take you seriously. You do that by giving them a status tip-off that you're on the same level as them.

Next, you establish your credentials as an expert, and therefore you have the ability to forecast what is likely to happen in the future. The best way to do this is by using a "Flash Roll" – something which definitively highlights your level of expertise.

The most effective way to flesh out your big idea is to do that in terms of the three W's:

Often a good way to achieve this is to use a sequence of some pre-wired ideas which already exist in the prospect's mind:

The best way to make the buyer feel so safe they end up pitching your idea back to you is to find their novelty sweet-spot. Show them your idea is really just plain vanilla with one difference.

To contain the buyer's natural pessimism, list the obvious ways to fail. Build fences and then use a buyer's formula to teach them how to buy.