The Most Important Step of Your Sales Process: Pre-Framing!

Thanks for joining me for another insightful discussion. Today, let’s delve into a crucial aspect of the sales process?—?Pre-framing Your Sales Conversation.

Why Pre-Framing Matters…

Pre-framing is not just a step; it’s the cornerstone of a successful sales call. It sets the stage for trust, transparency, and a positive first impression, making your prospect comfortable and open to the conversation. Here’s why it’s vital for every coach:

• Transparent Leadership: It’s about leading with transparency, telling your prospect what to expect, and seeking their consent. This approach differentiates you as a LEADER who values mutual respect.
• Building Trust: A well-crafted pre-frame builds trust and creates a positive atmosphere. Your prospect begins to see you as a leader they can trust, which is crucial for the rest of the sales process.
• No Sneaky Business: No one likes feeling tricked or pressured in a sales conversation. By being clear about the outcome and structure, you eliminate any sneakiness, fostering a genuinely positive experience.
• Mutual Decision-Making: Highlighting that a decision will be made at the end of the call establishes a win-win or no-deal frame. Your prospect appreciates the transparency, knowing they have the power to decide.

STEP BY STEP TO CREATE YOUR OWN PRE-FRAME:

Step 1: Set the Stage → Pre-Frame the Pre-Frame:

Begin your conversation by expressing your desire to make the best use of everyone’s time. Say something like, “Hey [Prospect’s Name], thank you for connecting today. I want to make our time together valuable, so I’d like to share a simple structure for our call. Is that okay?” This lays the groundwork for consent and sets a positive tone.

Step 2: Clarify Your Purpose → Why:

Briefly explain why you’re having this conversation. It could be a referral, a shared interest, or a specific challenge they’re facing. For example, “The reason we’re talking today is [mention the reason]. As a Christian coach specializing in [your niche], I aim to [briefly state your mission].”

Step 3: Define Your → Outcome:

Let your prospect know your intended outcome for the call. This might sound like, “My outcome for this conversation is [share your goal, e.g., to understand your challenges and explore if we’re a good fit to work together].”

Step 4: Outline the Path → Structure:

Give a sneak peek into how you plan to achieve the outcome. “The way I’d like to get there is by asking you a series of questions about [mention specific areas]. We’ll explore your current situation, future vision, and any challenges you’re facing. I’ll offer insights along the way. Then, at the end, we’ll discuss how we can move forward, respecting whatever decision feels right for both of us.”

Step 5: Emphasize Mutual Choice → Decision:

Highlight the decision-making moment. “At the end of our call, we’ll decide whether it makes sense for us to work together or not. Either way, it’s completely fine. I value transparency and want you to feel empowered in this decision.”

Step 6: Confirm Consent → Yes:

Wrap it up by seeking their agreement. “Does that sound good to you?” This final confirmation ensures they are on board and ready to engage in the process.

CRAFT YOUR UNIQUE PRE-FRAME:

You likely already know why the pre-frame is so powerful and important. So if you’re ready to jump in, go ahead and script your pre-frame, practice it until it flows naturally, and witness the positive impact it has on your sales journey.

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