Frame: Your Secret Sales Weapon

How many of you have walked into a room and felt you were the lowest “status” person there?

Maybe you didn’t have the right clothes, the right pedigree, or the right connections. Or maybe you just knew that you had the least amount of wealth.

In this situation, you probably felt like you lacked status.

But even when you’re in a situation where you lack status, you can still control the frame.

Ok, so what is a frame?

A frame is simply the perspective that each side brings to the encounter.

In any interaction, there’s a frame present.

Each person brings their own frame. But when the frames collide, only one frame wins.

When you have a meeting with your boss or an investor, you bring a frame and they bring a frame.

For most people, when they meet with their boss their frame gets absorbed into the boss’s frame.

Because their boss is perceived as having higher status, they let go of their frame.

This is true in most sales meetings as well. Most salespeople perceive their prospects as having higher status (“After all” they say, “they are the ones with the money.”)

So they let their frame get absorbed and supplicate to the prospect.

But that doesn’t have to be the case. In fact, if you sell for a good company, your product is actually something the prospect needs.

And if you’re successful, you don’t need their money.

By continuing to control the frame, you position yourself and the product/service you’re selling as the prize.

YOU control the frame. Prospects and customers need to work within your frame.

Your product is the prize. There is only one you, and there is an unlimited amount of money in the world.

This approach changes your mindset and allows you to change the frame.

Until Next Time,

Tyler @ Analytive