The 7-step R.E.F.R.A.M.E. formula to nail every sales call

1/ Review What is your intention with the call?

Be specific Outline the process and have it pinned on a board in front of you The bullet points can be a guide to help your call flow

2/ Empathy

You aren't waiting for a gap in the conversation to push your sales pitch When you ask a question... listen attentively Respond to what was said not what you think you heard

3/ Fun

Solving problems is what you really do in sales Sales are the byproduct It doesn't have to be a painful process Stand up at your desk put a smile on your face and have some fun

4/ Routine

Block off time in your calendar for sales calls Stick to your schedule religiously I like to do proactive calls Tues-Weds-Thurs AM No one wants a sales call on a Monday morning or Friday afternoon

5/ Attend to your thoughts

Getting rejected a lot? Starting to take it personally? Take a break to reset Be kind to yourself and watch your self talk We all have bad days sometimes

6/ Mistakes

I make mistakes on the phone all the time No one ever notices It even helps as people get to see the real you They’ll end up liking you more

7/ Evaluate or celebrate don't ruminate

After the call take a moment to check in on how it all went down Not as bad as you thought right? If you were scared and did it anyway great! Did you close the sale? If so celebrate it!

Recap: The REFRAME Formula

1. Review

2. Empathy

3. Fun

4. Routine

5. Attend to your thoughts

6. Mistakes

7. Evaluate don't ruminate