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WEEK 2 - Takeaways P3,4,5. š š„
Phase 3 Takeaways
Out-warm calling - someone who has opted in your sales funnel for example a freebie.
- Their Goals.
- Their current situation.Ā
- Why havenāt been able to achieve their goals.
- Finance.
In a 5 minute call.
MUST FOR APPT SETTING
DOUBLE Call IF they donāt pick up 1st
Quick voicemail if they donāt pick up at all
Following with a quick text.
āHey this ___ from__ I was giving u a call ___- ask if they still interested in __ā
Confident tonality, clear n no stumbling.
Objectives
Quickly introduce myself
What the prospect goals, situation, why they want x and why now, why they havenāt be able to achieve their GOAL.
Phase 4- Cold calling outbound
What is it? Outreach has no knowledge of what u do - ur job is to
inform -Ā em
Interest - em
Qualify - em
Book - em
(between 3 to 5 minutes)
Financially qualify vary from company
Phase 5 - Frame Control
Guiding the conversation in a way that positions you as the authority, keeps the focus on the value you provide, and aligns with your desired outcome.
Key Components of Frame Control in Sales:
- Positioning Yourself as an Authority: Confidence and expertise are key. When you exude certainty, the prospect is more likely to adopt your frame.
1 Controlling the Narrative: You set the agenda for the conversation to avoid being derailed by irrelevant topics or objections. Example: If a prospect fixates on price, you can reframe by saying, "Letās focus on how this will solve your challenges first, and then weāll talk investment."
- Reframing Objections: Instead of directly countering objections, you shift the perspective to align with your solution.
- Emotional Control: Sales conversations can involve tension, especially when discussing objections. Frame control requires staying calm and composed, showing that you're unshaken by challenges or resistance.
- Creating Scarcity or Urgency: Frames often rely on psychological principles like scarcity ("This offer is available only for a short time") or exclusivity ("Not everyone qualifies for this program") to maintain control of the conversation
- Owning the Conversationās Tone: Whether the tone is serious, playful, or professional, you set it. This helps you steer the interaction in a way that feels natural and aligns with your goal.
Why Is Frame Control Important in Sales?
- Builds Trust and Authority: Prospects are more likely to follow your guidance when you demonstrate control and confidence.
- Minimizes Objections: A strong frame helps preempt and dissolve objections before they become an issue.
- Focuses on Value: Keeps the conversation on what matters mostāsolving the prospectās problems with your solution.
Tips for Effective Frame Control:
- Stay confident, but not arrogant.
- Practice active listening to adapt your frame to the prospect's needs.
- Use storytelling or analogies to make your frame relatable and persuasive.
- Know your product, value, and audience deeply to maintain authority.
By mastering frame control, you can guide sales conversations more effectively and close deals with greater ease.
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WEEK 2 - Takeaways P3,4,5. š š„
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