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posted on:
8/14/2012 8:50:24 PM EST
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Framing your Business
Power to influence
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In 1989 I took Anthony "Tony" Robbins "The Power to Influence" course...
Billed as a "Sales Mastery Course" it was that and more...
I learned a lot and I'll regurgitate a bit here and in future posts. Having the perspective of 23 years of practice I have my own prejudices about what still works and "Framing" is one of them...
You "Frame" your house - you "Outline" your term paper - you "Bullet Point" a speech before you give it so WHY don't you do the same with your business opportunity?
Maybe you do - consciously or unconsciously - if Not - let's go over it quickly right here right now...
Tony taught - from his experience with NLP - Neuro Linguistics Programming and Hypnosis that there are 4 primary "Framing Skills" used by master persuaders:
#1 The "As If" Frame
The essence of this "frame" is based on acting ‘as if’ a desired state or outcome has been achieved or ‘as if’ someone else is giving you information:
I'm sure you've heard "sometimes you have to fake it till you make it"...
That's in the same vicinity as the "As If" Frame - Here are some examples...
"Let's just say you did come up with the initial down payment and suppose we are starting to build Your organization. Who would we be calling first?"
"I understand what you are saying and If...for some reason you did decide to buy...What changed your mind?
Act "As If" and you'll go a long way towards achieving whatever goal you are focusing on
#2 Preframing
In short - handle objections before they come up! Tony Robbins used to say - "Kill the monster while it's little"
For example - you have a network marketing program that has a high price to join - let's say it's $750 - relatively high in the world of "free" or "little money to get started opportunities" - let's "kill" that upfront...here's what a good "Preframe" might be...
"The nice thing about the executive package is that very few people will put up $750 unless they are serious about growing a Real business - like you are... I value my time and man does it bother me when people jump on every opportunity out there and never follow through...I think a lot of that is because they aren't committed. If they right a check to get involved for $750 you know you are not going to have that problem, plus they are very eager to hear how to get going quickly so they can recoup their money. Let me explain how the whole program works..."
#3 Reframing
Think "Feel Felt Found" - that's a version of Reframing that's been around for decades and you've probably heard of. It goes like this... an Objection comes up - you are convinced it's legitimate and you say...
I understand how you Feel - I Felt the same way before I Found that...(fill in the blank)
Reframing is changing the way that someone looks at the problem that they perceive. You help them make a decision by getting them to reevaluate the situation in a new way.
Reframing has dozens of variations - this is just one
#4 Deframing
Warning - Don't try to use DeFraming unless you are very self assured - self confident - have The best interest of your client at heart and You are convinced that the Only thing stopping them is...Fear AND - be absolutely sure that you have strong Rapport - that the other party know's likes and trusts you...
Deframing is Destroying the perception someone has about whatever you are trying to get them involved in or sell them. For Example...
You are selling a weight loss product and your friend - your prospect fits the following profile. #1 - they are significantly overweight and they are concerned about it because they know what the affects can be - and #2 they have young children - named Max and Gus. #3 They have been agreeing with you that they Want to make a change - they want to lose the weight and keep it off...
- just when you think they are ready to get happily involved they says something like...
"I don't know...I just think of all the horror stories I've heard about people who spend a lot of money on these programs and I'm just afraid I'll be disappointed - not that I don't believe your program works for some people - I believe you that it does. I'm just not sure it will for me."
A good deframe involves all 3 NLP primary modalities - Visual - Kinesthetic - Auditory. Be caring - You look them in the eye - you assume the same physiology - the same stance - the same posture they have - initially match their tonality and pace of their voice - and you might say...
I know you're concerned but...If you don't make it to Max and Gus's High School graduation because you died of a heart attack or a stroke I can't imagine a worse horror story for them. Let's make sure that never happens...
Yipes - be careful with that one
If you want to learn more about NLP I've linked a great course to this post
To your Great Success
Bill Bateman - that's like Batman with an "E" in the middle - 21st Century Financial
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 | | You are very welcome Christine - hope you found some value in the post that you can use immediately |
| | |  | | Great information, thanks for sharing. |
| | | | | If you are a Zeek person - who has to make some uncomfortable phone calls to your downline - be sure and have a good reframe to start the conversation with. |
| | |  | | Thanks for sharing this informative blog |
| | |  | | I like Tony Robbins myself. I am sharing this great blog for you |
| | |  | | We really enjoyed this blog. In reality it is something we should teach while branding. We already convince customers to legally frame their business. |
| | |  | | Great blog post, enjoyable reading, thanks for sharing with us! |
| | |  | | Comprehensive, informative, good writing. Thanks for sharing with us. |
| | |  | | Can be a great skill set if you take the time to study NLP. Some of the political examples are legendary. Thanks for the refresher. |
| | |  | | wowow i really like this it is cool
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| | |  | | great blog thanks for sharing |
| | |  | | thanks for sharing good info will share on twitter |
| | |  | | Great post, Bill. I'm sharing on social media. |
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