The Psychology Behind “Framing” in Sales Conversations

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Highlight Differences: Making a product stand out against competitors.

Tiered Pricing Comparisons: Showing premium options first makes standard choices seem affordable.

Visual Contrast in Design: Using color, font, or layout to emphasize key details.

82.
How something is framed influences customer perception. Sales professionals optimize framing by:

Positive Reinforcement: Emphasizing benefits over drawbacks.

Loss Aversion Framing: Positioning a shop decision as avoiding risk rather than gaining benefits.

Contextual Messaging: Tailoring messaging to the audience for deeper resonance.

83. The Impact of the Primacy and Recency Effect
Consumers remember the first and last thing they experience the most. Sellers leverage this by:

Strong Opening Statements: Capturing interest immediately in sales pitches.

Powerful End Messages: Leaving a lasting impression before closing.

Organized Product Presentation: Placing important details at the beginning and end of a pitch.

84. The Influence of Psychological “Anchors” in Decision-Making
Anchors set a reference point that influences future decisions. Businesses optimize this by: