Avoid Salesy - Feel Good
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1 non-salesy tip
Ronald Reagan knew how to control the narrative if things started to veer in the wrong direction - you can too
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Known as the 1984 kill shot, Ronald Reagan demolished his competitor, Walter Mondale.
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There was concern over Reagan’s age. The pressure of the office might be too much for him.
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He reframed the narrative...
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He essentially said, it’s not about my age, it’s about my opponents youth and inexperience.
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Case closed - minds shifted.
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But how does this help you and your selling?
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NOTE: to be clear, we certainly don't want to be using manipulative political tactics. We want to help people.
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Reframes, done with right intent, do that.
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When you look a great reframes, they follow a pattern.
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- Shinseki said: “If you dislike change, you’re going to dislike irrelevance even more.”
- Willink said: “Don’t count on motivation. Count on discipline.”
- Drucker said: “The best way to predict the future is to create it.”
They’re saying: It’s not this – it’s that.
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The formula is simple: It’s not [x] – it’s [y]
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Reframes work great with prospects who are stuck. Prospects are often overwhelmed and under immense pressure. They may be hesitant to make a change.
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A well-placed reframe can help them get unstuck – to see something in a fresh way.
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Let’s take three examples:
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Sometimes prospects think the brand name is what matters when it comes to their investments (think Fidelity). If prospects are stuck on this, a lesser known firm can help them refocus on what’s really important.
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Reframe: It’s not about the big brand name – it’s the hands-on service that secures your future.
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Home buyers may be frustrated by the lack of homes on the market. A real estate agent could help with a reframe.
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Reframe: In this market, it’s less about the choice of a home (you can always make improvements) – it’s the choice of location.
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Perhaps a CEO is frustrated by their team fighting and arguing over strategy. A seasoned consultant might reframe this as:
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Reframe: It sounds like they’re engaged – we can use that.
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(In other words, it’s not about the fighting, it’s about redirecting that energy)
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- Think about the areas where your prospects get stuck
- Come up with a few reframes that could help them find their way
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The formula: It’s not [x] – it’s [y]
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1 sales principle
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1 vid
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1 suggestion
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Whenever you're ready, there are two ways I can help you:
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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