1. **Leakages**: This happens when someone's thoughts unintentionally leak into their speech. For example, a secretary says she'll "fly by" the manager's office, unconsciously revealing that she's thinking about the manager being on holiday. This leakage occurs because the brain filters out most words but sometimes lets unintended ones slip through, revealing hidden thoughts. 2. **Relation or Distance**: The way people position words in a sentence can reveal the emotional closeness or priority of ideas. For instance, saying "I bought a dress with the husband" versus "Me and my husband went shopping and I bought a dress" shows different levels of importance or emotional connection between the events or people involved. 3. **Missing Language**: If someone consistently uses articles like "I," "my," or "then" but skips them in certain parts of the story, it can suggest they are deliberately hiding something.

Often, the most important things to somebody come out at the end of their sentence so, Don't overlook throwaway comments. "Is this just a bit of a nice to have then?" To be used with care, but useful in challenging their lack of investment. "Do you think it's enough?" To challenge their current state. "I notice you hesitated before you said that..." ~~Don't sugar coat it. "what's the story?" To dig deeper into the why. Do not be caught; asking Qs to fish for a perfect answer To research; Late Night FM Voice, Never Split the Difference Mirroring: to repeat the last few words of their sentence. I will pitch once I have enough ammunition to shoot down any objection you raise. Rich call this one. Thank you @Luis Sarmiento for adding some gems to my tool kit 💎

From setting frame, at one point regaining frame (although not as discussed last night), discovery (heaven and hell), and the pitch framework I'm super pleased with how it's all coming together and showing in this call. As soon as this guy joined I knew it was going to be less of preventing objections, getting him to commit etc. and more allowing him to recognise what his problems and pains are. I used to be so focused on getting like 30% talk time and giving no statements. But recently I'm finding healthier conversations with adding bits of conversation or coaching where I can see fit. Open to feedback!

To set frame is to establish authority in the call. One earns frame by being strong and confident. FRAME SCRIPT: Just so you know how these calls work. We'll cover three things: 1. Where you're currently at with... 2. Where you want to be with... 3. What's stopping you from getting there. Then, we'll see how we can help and either make you an offer and move forward or finish a bit earlier and at the least, have had a great conversation :). AVOID asking for permission: - Is it okay if... - Do you still... RE-FRAMING: - Validate, to acknowledge their request. - Re-frame, to remind them of the frame. - Ask Q, to ask you question again. - Loop, @Dylan Asena *not sure if I understood the difference between Ask Q and Loop*

It is absolutely incredible just how much we assume is either not possible or not there because we cannot see it! Pain points that pass us by in conversations, opportunities big and small we have no clue are right in-front of our eyes 👀 When I started geeking out over sales and negotiation I would try to see what might be possible if I just ask for it. It started with bargaining on Facebook marketplace. Then getting a free coffee with a brunch and an upgraded ticket at a concert. Just being amazed by how much is hiding behind the curtain changed the way I see the world. It changed my questions in sales and it changed the level of empathy and care I have for people. So here's a challenge for you crushers! I hereby challenge you to go out with an open mind and get something for free that would have passed you by 😎 Let's make the first step towards this paradigm shift! Don't just try it once... keep trying until you have some stories (Hint: 'NO' questions are the most powerful for this) AND!! Post your story and wins here 👇🏼 LET THE GAMES BEGIN!!!