Closing Techniques to Preframe the Sale

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One of the most powerful Closing Techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.

Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.

Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.

Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist you in getting that result.

A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.

Let your Prospect Know in Advance What Will Happen!

So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”

How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale. State the outcomes up front. That way, your prospect will know what to expect. That’s how to preframe the sale.

Eric Lofholm
Master Sales Trainer and Sales Script Writing Expert