Status Establishment · Transformational Sales Cert

Status Establishment

I've come across different schools of thought during my journey in high ticket sales - one of them being the initial opener to the call and establishing authority/setting the tone for the conversation, via a brief frame and signposting, maybe even some rapport building. Letting the prospect know exactly how the call is gonna play out, and even making it clear that a decision either way is to be reached by the end.

A second school of thought would emphasise that there should be none of this whatsoever, especially setting the frame as it just paints you in the same light as every other salesperson and maybe even trigger some bad experiences that the prospect had on previous calls.

One particular sales coach even went as far as saying that "if you have to set the frame to establish authority then you're just a f***ing pu**y" (paraphased).

Interested to hear everyone's thoughts and positions on this topic. Share your experiences below.

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