After Closing 4000+ Sales, I Discovered a New Method to Close Deals Faster

Reframing is a crucial sales skill that involves strategically responding to prospect objections to increase the likelihood of a purchase. The 3A framework—Acknowledge, Associate, and Attack—helps salespeople maintain control of the conversation by asking questions about the prospect's concerns rather than directly answering them. By acknowledging the prospect's statement, associating their questions with positive traits of successful customers, and then tactfully questioning their assumptions, salespeople can guide the conversation. For instance, when a prospect asks about certifications, the salesperson should ask what certifications they are specifically looking for. Ethical rules include avoiding disagreement, retaining curiosity, and using straw men to deliver tough truths, ensuring prospects feel heard and understood.