Framing a Message
| Frame | Example |
|---|---|
| Loss | insurance |
| Opportunity Cost | gentle push back “what should we stop to do that” |
| Experience | talk about driving to soccer practice instead of engine details |
| Less is More | present only 3 jam choices |
| Contrast | It is springtime and I am blind Pink says the “single most important” question in sales is “compared to what” (masterclass_sals_persuasion?, lesson 9) |
| Blemish | Long list of positives, followed gby “unfortunately, they come in only 2 colors” |
| Potential | predicted performance of a rookie, creates uncertainty for future |
| Sunk Cost | |
| Anchoring | Rigged wheel of fortune primes wrong guess for number of African countries |
(Pink n.d., lesson 9)
Pink, Daniel. n.d. “Daniel Pink Teaches Sales and Persuasion.” Masterclass. Accessed 2021. https://www.masterclass.com/classes/daniel-pink-teaches-sales-and-persuasion.