Frame Control in Business- It happens and you don't even know it

cool man. can you breakdown all the nuanaces in the conversation on how you got there?

Honestly- I kinda blacked out- went total flow state. 

 

But that was probably the best sales call I've ever made. Peak moment for sure. 

 

lol nice. sounds tight

Dude. You don't record your sales calls? What the hell is the matter with you? Ass balls 

Yeah, that's not a bad idea to record calls. I should start having the entire team do that. 

 

Also- I guess when I break it down it doesn't sound nearly as cool haha- it's like a magic trick, that once you know the secret it doesn't seem NEARLY as cool. 

 

It was sorta just a piece by piece process where like I was just very slowly and methodically readjusting the frame until all of a sudden she didn't have a grasp on it at all. 

 

Like she started off saying how she orders every day for different meetings that all take place during lunch time but some may be at 1130, some are at 1230 and others are at 130 and others are at 2

- That's the first issue and I instantly just say, "Okay, so what we're going to do here is we're going to switch thsi around and make it easier on you, more efficient for your company, you're going to spend less money and we're going to give you more variety and in addition, we're going to consolidate all of this separate ordering you're doing and put it all in one place, at one time, with sternos to keep it hot and it will stay fresh because it will only be out for an hour or so tops"

 

-Objection #1: But I need to do separate ordering each time because people have specific stuff they want

    Response to objection: Absolutely, that's why this is so great, everything we do is specifiically tailered to you, so you don't have to do this every time- you just tell us all of those details, that you would normally handle on a dialy basis, and we'll make sure that those are automatically taken care of- and then that frees you up to take care of the truly last second emergencies that come up, which we can also handle for you

 

-Objection #2: We can only spend 10/head

   That's something we can absolutely do, there's no issue there but what I'm worried about is that you're not going to be getting what you really want on a daily basis. As it stands, you're currently getting sandiwches and salads- we can blow that out of the matter. That's what 's going to happen, whether we do 10 or 11 dollars per person but I need to feel comfortable that we're giving your office a complete meal and I'd rather not do the meal at all, than come up short and leave you with a poor experience. 

 

-Objection #3 - We really can only spend 10 dollars though because we ccurrently do breakfast as well and combined we're spending a lot on food

 

   Me: Oh you do breakfast as well? How much do you spend on that?

   Her: 8/head

  Me: Okay, so what we're going to do is take care of your lunch and breakfast orders and we're going to shift around how the money is being spent to maximize efficiency here. There's no reason to spend that much on breakfast (she had already told me what they were getting). We can do exactly what you're getting now, for 7/head and use that extra dollar on the lunch to make that 11/head and you're still spending the same amount but you'll just be getting more.

 

Objection #4 - We don't like doing buffet style because there's always a mess left over

    Me: Absolutely- we actually hate that too, which is why I already talked to our operatiosn team and we have a cleanup crew that will come every day to clean up your office after all of your meals

 

After that the objectiosn shifted and she started chasing me and I just sat back and smiled really big

lol what's ridiculous is I literally restructured their ENTIRE food program in this single phone call. Like literally I changed what they do so that we could sell to them haha but also I made it better for them- legitimately they will receieve like FAR SUPERIOR food and service than what they were getting before- objectively speaking... We have a better product

 

25k in revenue from this single client PER MONTH

I also did a lot more stuff but that's the basic

masterful.

 

I loved the consistent reinforcement on what you could do for them. To serve and give value - endure their objections and reframe everything into a positive. You've got the great traits of a problem solver.

So Buddha do you make these sandwiches yourself. You must spend a lot of time in the kitchen 

huh?

I lol'd