Somewhat belatedly, I finally watched the movie “Glengarry Glen Ross” – whilst enjoying/enduring an enforced ‘film festival’ on the long-haul from Zurich to Melbourne (I never could sleep on a ‘plane). The film, released some 20 years ago, was based on David Mammet’s play of the same title from 1983. With a truly stellar cast […]
Leveraging the power of reframing, it is possible to turn a negative into a positive. By reframing into an appropriate context, even the most apparently limiting of traits may be seen as ultimately beneficial. It is particularly sweet when you ‘steal’ and re-purpose a term or notion that your competitor uses as a weapon to
The practice of re-framing – the re-stating of an idea, position, proposition or problem (lets call it the ‘point’ of your communication) using different terms to evoke a different perspective for the audience, is one of the most powerful tools available to a sales professional – and one that all sales people must master. The idea
Reframing – turning ‘not interested’ into ‘sold’ Read More »