What is a frame?
A frame is the framework in which a conversation is situated. In a sales conversation, a frame is chosen to present a product or service more attractively. For example, a Conversation technique manufacturer of fruit juices chooses words such as healthy, natural and fresh to present its products very attractively. Another example of framing is when you start a conversation about computers and the rest of the conversation is also about computers. You then set the frame ‘computers’ at the beginning of the conversation. You indicate by means of a frame what a conversation should be about. The most common frames in sales conversations are the power frame and the analytical frame.
Powerframe
One of the most common frames is a power frame. This is expressed through status, power, money or rank. An example of this is when your boss makes a joke and you feel compelled to laugh along because he is higher in rank, has more power and status. A power frame also often occurs in a job interview. The applicant has less power than the employer in a job interview. The employer wants to find out whether the applicant is suitable for the position. You can break through a power frame in a job interview by interrupting, asking a lot of questions or giving a convincing pitch.
Analytical frame Conversation technique
Another frame that is often used in sales conversations is the analytical frame. In the analytical frame, your conversation partner tries to take control of the conversation by asking a lot of questions about all the facts and figures of the product or service you are trying to sell. In the bahrain phone number library analytical frame, you can pull the conversation back towards you by interrupting your conversation partner, asking questions or telling an interesting story about the product or service.
How to choose the best frame for a sales conversation?
- Determine the purpose of your conversation.
- Map out the problems, goals, wishes and doubts of your conversation partner. Your frame should play on this.
- Choose words that address what is going on with your conversation partner.
- Create standard responses to standard resistances to check the frame.
5 golden rules of framing
Denial is forbidden territory
Denying something is the same as admitting it in framing. You should only use words that you want to be associated with.
Repeating the other is taboo Conversation technique
If you repeat someone else in a sales notes from the 11th ppc camp conversation, there is a big chance that you are repeating his or her frame. It is smarter to think carefully in advance about which words you do and do not want to use. You should never adopt the frame of your conversation partner.
Be visual
A good frame should be clear and jiangxi mobile phone number list stimulating. It should consist of clear and emotional images. A strong frame should evoke feelings and emotions in your conversation partner.
Consistency is key
Once you have a frame in mind before a conversation, you need to use it consistently. If you use multiple frames in a sales conversation, the frames will compete with each other and your message will be less convincing and you will likely lose control of the conversation. That is why it is important to use a frame consistently.
Repeat, repeat, repeat
When framing, it is important to give your frame time to sink in with your conversation partner. It is also important to repeat your message regularly to strengthen the persuasiveness of your frame.
