Some thoughts about Frame Control:
1) You don’t always need to SAY something as a response. Sometimes silence or ignoring the message is enough to reframe
2) Not everything your prospect says is worth addressing or even acknowledging. Don’t chase red herrings!
1) You don’t always need to SAY something as a response. Sometimes silence or ignoring the message is enough to reframe
2) Not everything your prospect says is worth addressing or even acknowledging. Don’t chase red herrings!
3) Sometimes prospects ask a lot of questions. Whether it’s intentional or not doesn’t matter. Your job as dealmaker is discerning the truly important from the noise
4) You can combat stupid questions with stupid questions to easily break their Frame
4) You can combat stupid questions with stupid questions to easily break their Frame
5) Trust your gut. Your gut will tell you when you’re losing control of the interaction. That’s when you zoom out and reset the Frame i.e “Guys we’re getting carried away here. You like what we do here right?”
6) Frames are just as much playing defense as offense. Don’t let them outframe you.
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