Transcription
So the rule that I put for frame: be very attached to what is right and very unattached to the outcome.
Now, that's a bit of a tongue twister, and it's probably for a reason. When I think about why salespeople lose deals in regards to their frame, their frame is always too extreme in one direction or another.
Too extreme of a frame that they're soft: "I don't want to offend the prospector; I don't want to get into this tense conversation." Their frame is extremely intense as far as being insecure about attacking the situation at hand.
Their frame is the opposite that they're extremely intensely attached to closing the deal.
But it's not the intensity that's the problem; it's what they're intense about.
You should be very intense about, "This is what is right for you, Mr. Prospect, and I am 100% certain about that."
But you can do whatever you want.