Frames are the cornerstone of my Sales philosophy.
Everything is underpinned by Frames
When the prospect says they rather buy from local vendors they’re Framing you as an outsider
“John you think X is a local vendor? They’re the biggest sharks. We’re the ones that are local”
Whoever is the one answering the questions is being Frame Controlled.
Frame is your perspective from which you operate from with another person. Your perception of reality
Frames aren’t a “tactic” or “trick”
It’s a way of looking at the world.
Controlling the Frame just means Controlling the Perspective
Before any call, write down the MAIN perspective you want to convey and have it underpin the call
i.e “They need us. We are the prize”
From there every single thing you do and say supports that Frame in the call