I first read his book in 2011 and I kick myself for not
re-reading and studying it more closely since then
At the core of Oren's pitching / selling philosophy is what he
calls frame control, which is a lot like framing in Brazilian
You must be in control of the meeting by leveraging tools and
frames such as:
There are also tools such as:
Moral authority frames, which are great at
disrupting analyst frames
Relationship frames can derail price and
analysis frames and keep your pitches on track
As I've shared in The Sales Agenda for years, "when you own the
frame, you control the agenda, and you determine the rules under
which the game is played."
You need to understand the role and areas of the brain we use
to communicate with our prospects
You're using your higher
They are processing with their "croc brain" or
"lizard brain," which views everything as either something to eat
or something that will eat them!
About the Podcast
Unscripted, real, transparent interviews from Wes Schaeffer, The Sales Whisperer®, to help you master inbound marketing and make more sales that close faster, easier, at higher margin, with less stress and more fun. Wes is a Sales Trainer, Air Force Veteran, Copywriter, Successful Entrepreneur, Husband of 23 years, Father of 7, Author of two books, Keynote Speaker, Golfer, Whiskey-Drinker, Humorist. Join us at TheSalesWhisperer.com/podcasts for recaps of every interview along with valuable resources for aspiring Entrepreneurs and Sales People. TheSalesWhisperer.com is where Professional Sales People come to grow.