We wrote about Oren Klaff and his book Pitch Anything a while back. I gave my take on Frame Control. As usual, Oren has summed it up much better than I could.

Every conversation we have is a battle of frames. Just knowing that will make you a better salesperson over the phone.

I use a basic exercise to practise my understanding. After every conversation, try and label the frame(s) that was being used by the person on the other end of the line. It will challenge you to listen better and give you a better idea of how you project yourself on the phone.

Happy labelling and think about which side of the collision you ended up on..