You know what decision you want the buyer to make, but the more you push in that direction, the more they dig in, slow down, and change the agenda. T… - Oren Klaff

What is vitally important is making sure your message fulfills two objectives: First, you don’t want your message to trigger fear alarms. And second, you want to make sure it gets recognized as something positive, unexpected, and out of the ordinary — a pleasant novelty. Bypassing

Only one frame will dominate after the exchange, and the other frames will be subordinate to the winner. This is what happens below the surface of every business meeting you attend, every sales call you make, and every person-to-person business communication you have.

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.