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Episode 195: David From The Stage: Sales Mastery Series – Control The Frame

A confident salesperson always finds out what their prospect wants, why their prospect is not getting what they want, and how bad their prospect wants to change. There is a rule of thumb that I live by – if at any time during a sales process your prospect feels like they are being sold, something in the process is incorrect. More often than not it has to do with your own state of mind or energy.

Your energy in any conversation, be it sales or otherwise, is supposed to control the frame. Meaning, people will follow your energy. If you’re offering your products or services, you should be the person of authority. You should see yourself as the expert and you should behave as the expert because people are going to follow your lead. Controlling the frame is a skill and I’m about to take you to school…