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... of sterner stuff: Yet Brutus says he was ambitious, and Brutus is an honorable man. This line, from Shakespeare's Julius Caesar, is one of the most famous in literature. Marc Antony makes this speech before a crowd of Romans just after Brutus and his conspirators have stabbed Julius Caesar to death. Antony's motive is to incite the people of Rome against Caesar's murderers. He knows that Brutus will claim that he killed Caesar to prevent him from turning Rome into a kingdom, with Caesar as king. Antony makes his appeal from a completely unexpected angle — one in which he agrees with the murderers. He presents evidence to the crowd that makes Caesar look like a hero, but then praises Brutus for murdering him honorably. Re-framing' is the process of putting an action or event into another frame of reference. Marc Antony does a wonderful job of it. The real message isn't lost on the Romans who quickly tear apart the city in search of Brutus and the murderers, eventually putting them to death for their crimes. Imagine the last time you failed to make a sale. There are two ways to look at it. Either you took a few steps forward because you eliminated a set of behaviors that won't work, or you failed — went home, gave up, and felt awful. How you felt about that experience depends on your frame of reference. If you come from a frame of reference that supports trial and error and learning from mistakes, failure is just a learning experience. If your frame of reference supports the notion that there are winners and losers, then ...

... for murdering him honorably. 'Re-framing' is the process of putting an action...

... : I need to see where you're going first. Salesperson: OK, I'll show you the global view. Executive: Great. Salesperson: Of course, you're the only one who knows if this will work for you.. ' Executive: Yes, I like to see for myself. Salesperson: Good. I'll keep that in mind. What an interesting exchange. For many people, the conversation above might've seemed commonplace, even mundane. For a good communicator, the conversation went a long way toward closing the sale. The salesperson can now tailor the presentation to two of the executive's most important Meta Programs, or filters. The first question the salesperson asked elicited the learning style of the executive. In this example, the executive preferred a global view. Then the salesperson confirmed that the executive used an internal frame of reference to make decisions — other people's opinions weren't important. BIG PICTURES OR DETAILS? We learn by chunking' information. Studies indicate that the average person learns best when given information in groups of three. Professional presenters have used this knowledge for years — most well constructed visual aids have three ideas or objects. It's important to break down complex information into bite-sized' chunks. To really make this effective, it's important to know one additional fact about the other person. Some people make sense of new material by seeing how it relates to their world, then looking for details. That's called chunking down. They need to see a global overview of the material. Others prefer to examine details first, then construct a larger picture from them. That's called chunking up. This difference is crucial ...

... : I need to see where you're going first. Salesperson: OK, I'll show you the global view. Executive: Great. Salesperson: Of course, you're the only one who knows if this will work for you.. ' Executive: Yes, I like to see for myself. Salesperson: Good. I'll keep that in mind. What an interesting exchange. For many people, the conversation above might've seemed commonplace, even mundane. For a good communicator, the conversation went a long way toward closing the sale. The salesperson can now tailor the presentation to two of the executive's most important Meta Programs, or filters. The first question the salesperson asked elicited the learning style of the executive. In this example, the executive preferred a global view. Then the salesperson confirmed that the executive used an internal frame of reference to make decisions — other people's opinions weren't important. BIG PICTURES OR DETAILS? We learn by chunking' information. Studies indicate that the average person learns best when given information in groups of three. Professional presenters have used this knowledge for years — most well constructed visual aids have three ideas or objects. It's important to break down complex information into bite-sized' chunks. To really make this effective, it's important to know one additional fact about the other person. Some people make sense of new material by seeing how it relates to their world, then looking for details. That's called chunking down. They need to see a global overview of the material. Others prefer to examine details first, then construct a larger picture from them. That's called chunking up. This difference is crucial ...

... Required) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Services Jobs PR Newsletters Employees Articles Blog Photos Group Connections Reviews IMMS Library Immerse yourself in our stacks. Take some time and browse through our library. We have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All frame Articles tagged with frame Back Coaching Salespeople 1 Verified Reviews - 5 of 5.0 1 2 3 4 5 CompleteMarkets Editor , Bob Ayrer 6/6 /2013 12:00:00 AM COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill .. All Articles by CompleteMarkets Editor Comments (0 ) Decision Making In Corporate America This content has not been rated yet. CompleteMarkets Editor , Michael Manes 6/18/2015 12:00:00 AM Nancy Newbee is the newest trainee for LOCO (Large Old Co.), Inc. She was hired because she's bright, articulate, well-educated, and motivated. She's in her second week of training. All Articles by CompleteMarkets Editor Comments ...

... ) Please consider the following: 1. Would you recommend this company? 2. What about this company do you like/dislike? 3. Why did you choose this rating? Submit This Anonymously Submit Cancel Contact Us contact_phone Click to call Unfollow First name: Last name: Email: Are you sure you want to deactivate your CompleteMarkets Company Profile Deactivate Cancel Loading.. About Us Services Jobs PR Newsletters Employees Articles Blog Photos Group Connections Reviews IMMS Library Immerse yourself in our stacks. Take some time and browse through our library. We have thousands of articles, checklists, tip sheets, sales letters, and more! Communications Marketing Customer Service Planning Finance/Accounting Risk Management Human Resources Selling Legal and E&O Technology Life/Financial Services Glossaries Management Resources & Links Categories Popular Recent All time frame Articles tagged with time frame Back Agency Claims Procedures: A Time To Shine This content has not been rated yet. CompleteMarkets Editor , Lois Van Horn 5/21/2013 12:00:00 AM AGENCY CLAIMS PROCEDURES: A TIME TO SHINE by Lois Van Horn Insurance agents sell clients a promise-an intangible product. It is nothing they can hold or enjoy and probably what someone told.. All Articles by CompleteMarkets Editor Comments (0 ) Agency Telephone Procedures: Time Management This content has not been rated yet. CompleteMarkets Editor , Karen Flaherty 4/30/2013 12:00:00 AM AGENCY TELEPHONE PROCEDURES: TIME MANAGEMENT by Karen Flaherty Transferring Telephone Calls There are calls you will not handle personally but will transfer to supervisors or co-wo.. All Articles by CompleteMarkets Editor Comments (0 ...

... wants a product, service, or opportunity delivered to them. Ask, "What do you want it to do for you? How would you want it to feel? What are the key decision criteria you'll use to buy this product or service in the future? What are your most important priorities?" This helps prospects see a vision of what they want. The clearer the picture, the easier it will be to help them find it, even if you don't offer it. Remember, trusted advisors are always looking out for the best interest of the client, and must be detached enough to recommend solutions even when they don't have them. The universal law of cause and effect will always bring something good back to you if you do good by others. Step 5. Time Frame for Action: When Do You Want It? This is arguably the most important piece of information you'll get from a person. "When do you want that result, solution, benefit, feeling, or outcome? How soon do you want to make a change?" The answer helps you determine your next step. Many people never ask the all important "when" question. They often assume that because a person is interested, they'll actually do something about it right now. Nothing could be further from the truth. People take action when they're ready to buy, not when the seller is ready to sell. Fish eat when they're hungry, not when you drop the line. Just because someone is interested today doesn't mean they'll act today. A trusted advisor helps a person ...

... , specify a background color in addition to a background image, such as: WEBSITE SIN #3 : THOU SHALT NOT BLINK! This is a biggie. Please have some consideration and don't use blinking text on your page. Believe me, people don't like it. There's nothing more distracting than trying to read with that incessant blinking going on. This category includes those annoying little animated GIFs. Although it's okay to sprinkle a few good animations here and there throughout your site, 20 animated Smurfs doing the Macarena on one page would be overdoing it. These have the same distracting effect as blinking text. If you simply must put some flashing, blinking, or fidgeting doo-dads on your page, have them do their thing twice and then stop! WEBSITE SIN #4 : THOU SHALT NOT FRAME! Frames are the bane of every Web surfer's existence. In theory, they're great tools — in practice, they're usually anything but. Although frames can provide a convenient navigation system for a site, most of the time they don't. Invariably, the dimensions are just a hair off and you're stuck with that #$ %# horizontal scrollbar or you have a window approximately five pixels high to try to scroll. Frames can also cause problems for some search engines in indexing your site. WEBSITE SIN #5 : BEWARE THE ENDLESSLY SCROLLING PAGE Have you ever loaded a page and then watched in horror as the button on the horizontal scroll bar moves slower and slower? You know what that means, don't you? The page is miles long and you've got a long way to go ...

... master of maintaining rapport. One of his techniques was never to use such words as certainly, ' undoubtedly, ' and sure. These words give an air of positiveness to an opinion. For example, I'm sure we can't do that. Are you? Absolutely positive? That degree of certainty reduces the chances for flexibility, so the possible outcomes are limited. If your goal is to persuade people, one of the last things you'll probably want to do is limit your potential outcomes. So rephrase your statement. Try It seems to me that it would be hard for us to do that. Put that way, the prospect's preference is something that might be hard, but not impossible, to achieve. DISAGREE WITHOUT RESISTANCE There's a powerful technique for dealing with disagreement called the agreement frame. To establish the agreement frame, you have to know and use these three phrases: I appreciate that, and .. I agree, and .. I respect that, and .. Using these phrases allows you to acknowledge the other person's frame of reference and redirect the issue without creating resistance. For example, suppose someone tells you you're wrong. You could answer, No, I'm not! ' Or you could choose to maintain rapport this way: I respect your feelings, and I think if you hear my side, you may feel different. DON'T LIKE IT? CHANGE IT! I've found that many people agree with the substance of this lesson and have a hard time changing their old patterns. We might intellectually agree that and' works better than but' and want to change it. However, our attempts to ...

... , so I look for a policy that exactly meets my needs. In the first example, the executive preferred to examine a wide range of possibilities. This is the person who asks for ten different options, including a range of coverages and deductibles. These people are possibility' thinkers. In the second example, the executive talked about necessity and needs. This person bases decisions on what they should do. They probably don't care about a wide range of options. Just develop the best quote you can, emphasizing what they should have. What we've just contrasted are two different views of the world that come from a Meta Program that stresses possibilities or should. Like the other Meta Programs we've talked about, this one has a great impact on how people make decisions. Understanding it helps us frame our presentations in exactly the language that a prospect or client wants to hear. POSSIBILITIES Ask someone how they decided to buy insurance last year and listen for one of two answers: either they looked at a range of options, or they did what they had to do. Those who needed options are the possibility' thinkers. They ask for quotes with every option possible. They're the Commercial producers interested in working with you because it's a new experience. They're the risk managers who ask you to explain a number of different approaches for designing an effective insurance plan. However, some possibility' thinkers can be hard to work with because it's difficult to get a decision from them. Don't present a single solution and expect it to work for them. Remember that they require options and choices ...