For example, if I know the person I’m meeting is a hard-charging, type A personality, I will go in with a power-busting frame. If that person is an a… - Oren Klaff

I can wait 15 minutes, but then I have to leave.” That’s enough to get the message through.

It doesn’t matter how well you argue, the way your points are crafted, or how elegant your flow and logic. If you do not have high status, you will not command the attention necessary to make your pitch heard. You will not persuade, and you will not easily get a deal done.

Seizing Situational Status Here are the steps involved in elevating your status in any situation. You will recognize some of these actions from framing, and for good reason. Frame control and status are closely related, as are the pitch techniques you will learn in Chapter 4. 1. Politely ignore power rituals and avoid beta traps. 2. Be unaffected by your customer’s global status (meaning the customer’s status inside and outside the business environment). 3. Look for opportunities to perpetrate small denials and defiances that strengthen your frame and elevate your status. 4. As soon as you take power, quickly move the discussion into an area where you are the domain expert, where your knowledge and information are unassailable by your audience. 5. Apply a prize frame by positioning yourself as the reward for making the decision to do business with you. 6. Confirm your alpha status by making your customer, who now temporarily occupies a beta position, make a statement that qualifies your higher status.