Sales Lab 8/29 Key Take Aways · Sales Alliance Academy Premium

Sales Lab 8/29 Key Take Aways

Learned so much as always! Great call, thank you Dylan.

Setting and Holding the Frame

1. Setting the Frame

-Purpose: Establish the content and expectations of the call, guiding the conversation and inviting the prospect to see your point of view (perspective control). This involves creating both emotional and psychological influence, which sets the overall tone of the conversation.

- Key Traits to Demonstrate: Show qualities you would want to see if you were on the other end, such as enthusiasm, humility, organization, and respect. First impressions are lasting impressions.

- Script Exception: Setting Frame

- Importance: The prospect will have a mental frame going into the call, so by setting the frame, you guide their expectations and establish the flow of the conversation.

2. What Not to Say:

- Avoid Phrasing Questions That Give an Out: Don’t end with questions like, "Is it okay if we jump right into things?" This can give the prospect an opportunity to take control or opt-out and can signal lack of confidence.

- Start directly with a discovery question to engage them and establish authority from the beginning.

3. Types of Frames:

- Macro: The overall psychological framework that sets up the entire call of how the conversation should flow.

- Micro: The smaller, individual perspectives or approaches the prospect brings into the call.

4. Holding the Frame:

1. Validate with energy

2. Reframe

3. Ask a question to loop back into the frame.

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