The podcast explores the concepts of framing and reframing in sales, emphasizing that selling is something done *for* people, not *to* them. It addresses how prospects' pre-existing frames or ways of thinking, often based on societal conditioning, influence their purchasing decisions. Jeremy Miner explains the importance of identifying and overcoming these frames, particularly the perception of salespeople as lower status. He introduces the process of "de-framing" and "reframing" prospects from price-based thinking to results-based thinking. Using the example of a marketing agency, Miner illustrates how to shift a prospect's focus from cost to the potential for business growth and higher quality leads. The discussion also covers the role of knowledge and control in sales success, contrasting it with the limitations imposed by external factors and a lack of skills.
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