- Realized that holding frame is essentially the most important thing in a sales call. If that goes away there’s a big chance of the deal slipping away. Never let go of frame. - As sales reps, we are the ones IN CONTROL. Prospects came to us for help, anything they say or do is just sales resistance and them trying to grab power. - The way the call is opened as well as certain wording used in openers can give away control. It’s essential to keep openers short, to the point with relaxed body language. Anyone interested in hopping on a call and practicing different intros?