Framing a Sales Call to Overcome Your Prospects' Objections

While your prospects may not ask these questions aloud, you can bet their inside voice is bringing them up during your sales calls. The buyer’s inside voice is ever-present – it owns the decision to buy and as a salesperson, you need to know how to overcome these objections. The best way to do this is through framing. Framing refers to properly positioning messages you are sending to your buyer in order to tell a story. It creates context, which in turn influences the way prospects think and buy....