Frames are used to deal with the resistance of the listener. If you set up a frame during a conversation, you can more easily regain and maintain control. Taking control through framing can be done by interrupting, making a good pitch and/or asking the right questions. In this way, you determine which story is told and you have the greatest chance of arriving at the desired outcome. During framing, the intention is that you are the owner of: Goal – Means – Language.
Purpose – Means – Language you use frames
Goal – Means – Language are aspects and objects that you use during a conversation. For example, a goal may be to convince the target group, in order to then schedule an appointment. This can be applied by the means, the telephone. But in order to ultimately arrive at the appointment, you must determine which language resonates best with your conversation partner. You do this by empathizing with your conversation partner as best as possible. The better you have empathized, the better you know which language leads to the goal that you have in mind. In order to empathize well, it helps to ask questions. After asking questions, you continue to listen to your conversation partner. Based on listening, you arrive at words that make the glasses and which do not trigger another frame. If you have mastered these components, you can have a good conversation with the right frame.
Dealing with resistance
During a conversation, resistance is standard. It is important that you are prepared for the resistance and can give a surprising answer. To deal with resistance, you can include it in a call script , for example, so that you do not block. In case of resistance, frame the conversation back to the subject you want, by showing understanding, giving examples or references and asking open questions. Here are some examples of different reactions to objections from the recipient:
“Not interested”
“I can imagine you saying that. What our south korea phone number library customers you use frames are excited about is that X gives better results. How do you do that?
“We already have a supplier”
That makes sense. Every company is constant money problems working on this. What we help our customers with is optimizing X. How do you deal with that?
“We don’t have a budget.”
I get that. What we see with our customers is that they get better results by improving X. How do you deal with this challenge?
“We have already arranged everything.”
I can imagine that. Every company is working on this. What we see with our customers is that it is interesting to improve X in order to be able to manage better. How do you deal with that?
“Can you send me some information first?”
I understand you want to know more. What specifically would you like information about? or Our customers have the most difficulty with X, how do you deal with that?
Taking charge of a conversation you use frames
Whoever controls the frame, controls the school email list conversation and the situation. This often happens on an unconscious level. But how do you control the frame? This can be done by following the 5 golden rules of framing:
- Denial is forbidden territory
- Repeating the other is taboo
- Be visual
- Consistency is key
- Repeat, repeat, repeat.
