Excerpt from a YouTube training video ('How to defuse a call going downhill ✅') demonstrating how to reframe a prospect who accuses the seller of 'just trying to sell'. The coach emphasizes listening for implied meaning, translating statements into underlying beliefs, and using reframing questions that shift the prospect into a collaborative or industry-focused frame.
You know you're good at it. Well, I guess we could be bad at it, but we wouldn't be able to help many people in your industry, could we?
What did she do there? She's like, you're really good at this. What does that tell me that she thinks, remember, listen to what the prospect means, not just what they say. She said, you're really good at this. She means you're trying to sell me. So anytime a prospect does that to you, like, oh, you sound just like Jeremy. You're trying to sell me. That means they feel you're trying to sell sell them. So what did I do? I have to do what? I have to take her out of that belief system, that frame and reframe her into a new belief system. Did you see what I said there? I was like, well, would you want us to be bad at that? Because if we're bad at that, how could we help so many people in your industry? Now I'm reframing her into like, oh, of course. I'd probably want these guys to be good at selling since they're gonna train me how to sell. Now. What? Why did I say your industry? See how I'm framing that into her mind? That it'll work for you, too, without saying, this will work for you.
