As any mediator or psychologist will tell you, how we think about and express a problem has a profound influence on the choices we will make to deal with it. And, so it is with selling your expert professional services.
Framing a problem can convert it to a challenge. Framing an obstacle can make it insurmountable, or merely an interesting issue on the path forward.
A frame can establish the benchmark standard or status quo - reframing can completely change the complexion of a situation.
Poor framing of a business development challenge or situation will undermine progress and mitigate against success. For example, framing a prospective client's question as an objection is rarely helpful - much better to reframe as a request for more information or evidence.
It's worth taking precautions against the adverse effects of negative framing. Try these techniques.
Consider how a problem or situation was framed at the outset. Did you frame it ? Or, someone else ?
Think about your framing of a problem or situation. What are alternate frames or readings ?
If you were another participant or player in the situation, would your reference frame be different ?
How would your thinking change if you changed the framing or simply read the situation a different way ?
And, if you reframed, would all the information or evidence you have collected have the same impact ? Would your feelings and beliefs have the same validity ?
Check that you're examining all the information and evidence with equal rigour. Are you accepting some, but fully scrutinising others ? Is it possible that you've focused on gathering material to confirm your view ?
Build counter-arguments to challenge your views. Play devil's advocate, or enlist the support of a colleague to test your framing and arguments.
Challenge yourself with different frames. You'll soon find that how you frame has a significant influence on the business development outcomes you produce.
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