Phone Sales: Frameworks and hooks to make more sales

Okay guys, welcome back to another video. Today what we're going to talk about is frames and hooks. So these are little things that we can do and within a sales call to allow the prospect to see the faults in their process a little bit easier and to leave you in a more leveraged position when it comes to objection, handling or cost of an action questions that allow you to kind of take an established known and then use that to get the person to take an action that was in their best interest. So I hope that made sense. I hope I ended the video. It makes a little bit more sense. Okay, but don't forget to like the video. Just tickle. Just give a little tickle to the sub button and then punch the notification bell straight in the face so that you keep updated with all the content whenever I post. So, alright guys, cue the intro. All right, so let's start with what a framework is. Okay, so in a framework is essentially like an established known of which the rest of the conversation hangs. So like we do something early on that gives us an established known of which the rest of the framework of the conversation can hang off it. And a hook is something specific within that framework that we can use and to get the person to buy into a more specific concept within that subset. So like let me give you an example. So I did a video which I'll link in the description below, called Inception Selling, which is about a congruency framework where sales reps are more successful when they take action on their goals. Because if you take action on your goals, it's easier to get other people to take action on their goals. And then that was the frame and the hook was in order to be a more successful sales rep, you must now take action on your goals, which is essentially. And the action needs to be taken or to take action on their goals is buying my shit. Right? There's a couple of things that you need to do in order to be able to put this into actual action. First thing you need to do is understand your avatar. And I think the big thing is an avatar is not a demographic, it's not a corporate women between the ages of 35 and 42. That's not what it is. It's like my avatar is like, what are the problems, the mindset, what are the things around that person that, you know, have them come to you and need you in the first place? Okay, so, and then, and then from there, when you understand that secondly, you sort of want to, you know, be able to put them into buckets of what their Biggest struggles are. So what's the problem? What's the struggles? What's the mindset? Where are they at? What things do they need to kind of overcome in order to be able to kind of really take action and become the person they need to be in order to get the outcomes that they want. So let's take, you know, know Amazon selling for Amazon Automation, something like a business opportunity type sale. I'll just use that as an example. Okay, so you're gonna have two main avatars that you're gonna be dealing with. So two main buckets that you can put people into. The first is business owners looking for an investment opportunity to create a passive income stream. The second is an employee and someone looking to start a business. Their first foray. They're looking to start a business, they don't really know how to do it. It's similar if you're selling franchises, right? The people who wanna start businesses where they want kind of a done for you solution because they don't really have the confidence or the, the, the background to set up a lot of it themselves. Right. So let, let's take the second one as an example. Okay, So a framework that we can use for this is business owner versus employee thinking. Okay? So entrepreneurs take risks, they invest in themselves, they, they do things for long term payoffs and they sometimes take a short term dive in order to be able to do that. Right? Employees don't do that. And being an employee is very safe. That's why it's consistent. Wherever there's bigger risk, there's bigger reward. Wherever there's lower risk, there's lower reward. Okay, so it's pretty simple. So the hook could be you need to start thinking and acting like a business owner and not like an employee. Okay. So when you get a think about it objection or a money objection, we can always loop it back to. Well, that makes total sense because that's the employee speaking. We need to start to overcome that way of thinking and start acting like an entrepreneur. So what would the entrepreneur do in this scenario? So let's see what setting that hook would look like in the beginning. It's like, yeah, man, like, you know, I love, I love working with people that are in that sort of transition phase between employee and entrepreneur. You know what I mean? Because there's just a, there's a shift in mindset that happens. Do you know what I mean? So like, yeah, yeah, it's like, yeah. So like, you know, business owners, like, you know, they invest themselves, they take risks and it's like, employees don't have to do. They've never had to do that, you know, and it's that risk versus reward thing. And I just love working with people as they transition and make that shift. Right. So that's a really conversational thing. It's not super salesy, it's not super pushy, but it's like they're now agreeing to a couple of things that make it really difficult for them to not take action. Because if you go through the consequence craze effectively and you get the consequences of inaction, you really understand what they want, why they want it, and what's preventing them from moving forward and what problems they're having and what the cost of not acting is, then it's like, everything can come back to like, well, what do you need to do to ensure that you get the outcomes that you want? What actions need to be taken? And if you're not taking those actions, is that because you're stuck in your employee mindset or, you know, like. Or like, what is it? Because what would the business owner do? What would the entrepreneur do? How do you become the entrepreneur? The first step is buying this program, investing in yourself. So if they agree to becomes an established framework, it becomes an established. And then we can put our hook on there and we can slide that the whole way down. So, like, it really puts you in a much more actionable position for when you're handling objections and when you're going through. So, you know, like, go to your offer, have a look. Right. You want to kind of set these frameworks very conversationally in the beginning. And I'll leave a link to a live sess sales call of mine where I'm setting that congruency frame with the salesperson, and you can kind of hear how that happens conversationally, and you can hear the leverage that it gives me as I can use that the entire way through the call. Because we've both agreed on it, we've both talked about it, we both solidified that idea in our mind and our conversation that salespeople must take action on their goals in order to be successful. Because if you take action on your goals, you can speak with conviction and confidence to get other people to do the same. So if we agree on that fact, how can you not take action on your goal? If we agree on the fact that employees are employees for a reason, and business owners are business owners because they take risks and invest in themselves, and we both agree on that. And you want to start your own business, and how can you not take the first step in doing that, which is learning how to do that. I encourage you guys to download that video. Also, I encourage you guys to go onto our closing code Facebook group, see if you have any questions, careers or D for points that you can post in there. Make sure you slap like punch everything. Get as many notification bells and things as you can get going on. But I really appreciate you hanging out. I hope that content was helpful for you and have a good day.