To solidify the prize frame, you make the buyer qualify himself to you. “Can you tell me more about yourself? I’m picky about who I work with.” At a … - Oren Klaff

(frames create context and relevance; as we will see, the person who owns the frame owns the conversation).

Every social interaction is a collision of frames, and the stronger frame always wins. Frame collisions are primal. They freeze out the neocortex and bring the crocodile brain in to make decisions and determine actions.

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.