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Winning Through Framing |
By:
Kenrick Cleveland |
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Winning Through Framing
Kenrick Cleveland
Here's a scenario that's probably never happened to you (or anybody). You're driving down the freeway and maybe you're going a tad too fast, and you look up and see the old blue and red lights flashing in your rear view mirror. Bummer. So you pull over and wait. The officer walks up to your window and says, "Hi there. I'm so sorry to inconvenience you. I think you might have been going a little to fast and I'm wondering if you wouldn't mind showing me your license, registration and proof of insurance? Again, I'm so sorry to bother you."
Of course this has never happened to you (or to anyone else). Why? Law enforcement doesn't care if you've been inconvenienced or bothered by them. They absolutely do not operate with your comfort or time constraints in mind. Their frame is that they are in charge and you will do exactly as they tell you to do. It is assumed by them that they have all the power in any given interaction.
Maybe not all officers are that extreme but I'm exaggerating a little to make my point.
Regardless of whether we're aware of them or not, frames are at play in all of our interactions--business, personal, romantic.
I'm not suggesting that every of our interactions is a power trip but simply that when we approach a situation, we have to have our resolve set and our intentions in place. My approach with a new student would never be, "Well, I suppose I could help you learn to increase your sales with some ideas about persuasion." No way! First off, I know full well that I can teach anyone to increase their sales and I'm not in any way shy about being able to do that. If I were shy about my ability to help people, I wouldn't be worth my salt as a persuader.
Framing is what we use to control everything. If we extend that and look at what that means, in any area of our life, there are frames that are operating and those frames are dictating our behavior, our responses and the way in which the interaction takes place.
A frame between a financial adviser and prospect as set by the prospect could be, 'Prove to me why I should use your services.' And a frame as set by the adviser might be, 'I'm an expert in this field and work best with people who understand this and can take full advantage and reap the benefits of what I can do.'
Those are both relatively strong frames. But suppose you started out with a frame of, 'Shucks, I'm not really anybody. I'm working to survive here. I don't really know that much. I got lucky and happened to get my license and now I am fortunate enough to represent a few big companies. Maybe there's something I can do to help you.'
Is that the financial adviser for you? Definitely not.
Before your next meeting, set a strong frame that you have what they need.
Kenrick Cleveland teaches strategies to earn the business of wealthy clients using http://www.maxpersuasion.com/ persuasion. He runs public and private seminars and offers home study courses and coaching programs in http://www.maxpersuasion.com/ persuasion strategies.
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Article Source: http://www.statssheet.com/articles/article70966.html |
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