How someone represents their experiences determines how they respond and the action they take.
Therefore we must learn to frame objections in a way that will persuade people to buy our idea/product/service.
When you change the way someone represent (frame) something, you totally change the meaning and the emotions associated with that experience.
As a result, you change the decisions they make and the actions they take. If a client looks at the price tag and determines that our product is expensive, do you think they will buy it?
No. But if we can show the client the reason why our product is expensive is because it can help the client much more, do you think they will be more open?
You bet! Successful leaders and entrepreneurs do this all the time to influence people to their ideas and vision.
There are two ways you can do this, Content Reframing and Context Reframing.
Content reframing is the process of changing a negative experience into a positive one by changing the meaning of the experience.
The best way to do a content reframe is to ask the question, ‘What else can this mean?’ For example, if the recession hit when you were about to raise capital to start your business, you could content reframe to venture capitalists by saying, ‘This is probably the best time to start our business because it smeans that business costs, like rental and salaries, will be lower and allow us to break even faster’.
Or you could say, ‘This means our prospective clients will be more open to listening to suppliers who offer better value for money.’ If you’re presenting a new idea in a meeting and your client/boss stops you by saying, “We’ve never done anything like this before”, you could content reframe by saying, “Yes, I understand that. At the same time, if we’re going to do the same things as we’ve done before, we’ll only be getting the same results.
To get a breakthrough in results, we have to do something different. And here’s why I think this is going to work very well…” If you’re meeting a prospect for the first time and he says, “I don’t have time for you”, you could content reframe by saying, “I understand you may not have the time right now.
And if I can show you a solution to free up more time for you in the future, would you be interested?”