What’s reframing?
It’s a 1-3 sentences that you say after your prospect says anything BUT yes
It increases the likelihood that the next thing you say gets them to buy
Rather than answering the question a prospect asks, you ask a question instead
Ask 1-3 questions that can reframe the questions they give you without answering
→ The person who asks the questions is the one who is in control of the conversation
What the people who close the highest percentage of sales do:
→ They ask for the sale more times than any one else
BUT if you ask more times than anyone else the wrong way, prospects will hate you
→ We want to be able to ask for the sale as many times as humanly possible BUT the way we frame our ask should not decrease rapport with the customer/prospect
→ We want to continue to maintain rapport the ENTIRE time so that we can then ask as many times as we please.
THE 3 A’S FRAMEWORK