Key insights

• ⚙️ Reframing involves a 3A framework: Acknowledge, Associate, Ask
• 💬 Reframing helps control the conversation and increase the likelihood of making a sale ethically
• 🤝 Maintaining rapport while asking for the sale multiple times is crucial
• 🗣️ Prospects believe more of what they say than what you say
• ⚖️ Ethical engagement is crucial in sales
• ❌ Avoid disagreeing with prospects
• 📜 Stating the facts and telling the truth is essential in sales
• 👥 Keep the human aspect as the top priority in sales interactions

Q&A

• What role do empathy and rapport play in closing sales?

  Empathy, rapport, and addressing objections play a crucial role in closing sales. Keeping the human aspect as the top priority in sales interactions, understanding the prospect's concerns, and helping them overcome obstacles are key. Additionally, approaching sales with empathy and guiding prospects as if convincing your past self about a successful decision is essential. Utilizing associations to influence the prospect's decisions and addressing objections by understanding the prospect's fears and concerns are also critical.

• How can sales strategies handle objections and improve rapport?

  Sales strategies involve using straw men or references to handle objections without directly criticizing the prospect, associating with successful past customers to make the prospect feel understood and validated, appealing to authority, and retaining childlike curiosity. Using physical cues can enhance communication and tone during sales interactions.

• What are some sales strategies discussed in the video?

  The video discusses sales strategies, including reframing objections, building rapport, and using strawman techniques to address tough truths. Salespeople should always state the facts, tell the truth, and be comfortable with resistance. The goal is to have consent, build rapport, and deescalate conflicts during the sales process.

• What are the key elements of successful sales?

  The key elements include ethical engagement, avoiding disagreement, and asking questions. It's crucial to never disagree with a prospect, engage in ethical questioning, and keep the conversation moving forward. Moreover, the best closers make the most asks, emphasizing the importance of continual questioning.

• How can reframing be used in sales?

  Reframe and acknowledge prospect's questions before asking a known-answer question, be in control by asking more questions, and utilize the fact that prospects believe more of what they say than what you say. It's important to avoid asking 'do you have any questions' in sales and ensure that the sales team is knowledgeable and equipped to handle queries.

• What is reframing in sales?

  Reframing is a powerful sales skill that involves a 3A framework: Acknowledge, Associate, Ask. It helps control the conversation and increase the likelihood of making a sale ethically. Maintaining rapport while asking for the sale multiple times is crucial. The 3A framework consists of Acknowledge (building rapport), Associate (linking the question to positive behavior), Ask (redirecting the conversation).

• 00:00 Learn the powerful sales skill of reframing, which involves a 3A framework: Acknowledge, Associate, Ask. Reframing helps control the conversation and increase the likelihood of making a sale ethically. It's crucial for maintaining rapport while asking for the sale multiple times.
• 04:25 In sales, reframe questions, ask known answers, and control the conversation by asking more questions. Prospects believe more of what they say than what you say. Avoid asking 'do you have any questions' and ensure your sales team is well-equipped to handle queries.
• 08:30 The key to successful sales is ethical engagement, avoiding disagreement, and asking questions. Never disagree with a prospect, engage in ethical questioning, and keep the conversation moving forward.
• 12:36 A discussion on sales strategies, including reframing objections, building rapport, and using strawman techniques to address tough truths. Salespeople should always state the facts, tell the truth, and be comfortable with resistance. The goal is to have consent, build rapport, and deescalate conflicts during the sales process.
• 16:55 Sales strategies involve using straw men, associating with successful customers, and appealing to authority to handle objections and improve rapport. Retain childlike curiosity and use physical cues to enhance communication.
• 21:03 Focus on understanding the prospect's concerns and guiding them through the decision-making process. Empathy, rapport, and addressing objections play a crucial role in closing sales.