Framing technique by Michael Bernoff

I first heard this on a podcast a few weeks ago, It is one of the best framing techniques / positioning statements I have ever heard. It can be adapted to use in most businesses and its intention is to get alignment with a prospect

 

First example is my own………

 

You know what the biggest problem with marketing today is its overwhelming

And You know what happens when its overwhelming?

You can’t make a decision

When You can’t make a decision, you lose confidence

Do you know what happens when You lose confidence?

You lose money

You know happens when you lose money?

You get frustrated and you start treating people poorly in your business and treating yourself poorly

And it messes up your business and you stop having fun!

So the biggest thing I want to do as your marketing adviser is too make certain this is fun and your making money

 

Then adapted for financial planning………..

 

You know what the biggest problem with financial planning today is, too much information

And You know what happens when you get too much information

You get overwhelmed

You know what happens when you get overwhelmed

You make bad decisions

You know what happens when you make bad decisions

You lose money

So the biggest thing I want to do as you financial adviser is make certain you don’t make bad decisions with your money

 

Adapted for Lending……….

 

You know what the biggest problem with getting a home loan today is, too much information

And You know what happens when you get too much information

You get overwhelmed

You know what happens when you get overwhelmed

You make bad decisions

You know what happens when you make bad decisions

You lose money

So, the biggest thing I want to do as you Home loan adviser is make certain you don’t make a bad decision and you don’t lose money

 

New car sales……………

 

You know what the biggest problem with buying a new car today is, too much choice

And You know what happens when you get too much choice

You get overwhelmed

And You know what happens when you get overwhelmed

You make a bad decision

You know what happens when you make a bad decisions

You beat yourself up about it and regret it for a long time

So, the biggest thing I want to do as you new car adviser is make certain you don’t make a bad decision and you have no regrets

 

Solar panels……….

 

You know what the biggest problem when investing in solar panels is today, too much choice

And you know what happens when you get to much choice

You get overwhelmed

And you know what happens when you get overwhelmed

You make a bad decision

And you know what happens when you make a bad decision

You get buyer’s remorse and you start to question your ability to make sound buying decisions

So, the main thing I want to achieve as your solar consultant is to make certain you have no buyer’s remorse

 

Use the four step formula to move people down the path and to create alignment. Once you are aligned, selling is easy.