Here is the golden lining.  Reframing is a critical tool of salesmanship!  In any field you typically learn about your product, and services from technicians, not other sales professionals.  Typically a technician was, or tried to be sales professionals but for one reason or another selling was not their gift.  They now were stuck sometimes with years of great training and information without the ability to use that information to gain clients.  Please don’t take this a any sort of negative cliché about sales trainers.  I personally have known some very gifted teachers,  that have helped me immensely.  The fact that just weren’t very gifted sales professionals, or decided to use their gifts to train takes nothing away from their gifts.  Heck, I am helping you as a “sales trainer” right now.

That all said, here is the problem with only learning to sell from “technician teachers”.  They usually speak in technical terms which are easy for you to understand as you have the basic vocabulary, but for our prospects it is nearly impossible to relate to technical material.

The ability to reframe pages technical information into simple easy to illustrate and understand one or two page proposals is a great gift for sales professionals.  A good presentation book like the outline I shared for realtors is a reframe of a lot of technical information into simple one page with pictures presentations.

As we move on part of what we will be working on is reframing.  Reframing objections to questions, reframing technical aspects of your product or services into sales presentations.  Reframing just about everything into prospect friendly in sync versions of what you currently are using. 

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