The Frame Method: How to Control Sales Calls and Close More Deals

Most sales guys screw this up. They talk too much, try too hard to convince, and end up drowning in objections. They get hit with the classic "I need to think about it" or, worse, get completely ghosted.

Here’s the truth: If you don’t control the frame, you lose the deal. Period.

In this post, I’m breaking down my scriptless sales process—The Frame Method. This is the same five-step approach I’ve used to collect over $80 million as a digital closer.

Let’s dive in.

Watch the video here: https://youtu.be/XuZ3ee-tkHA?si=fnSB_jT1OKWcH-JQ

Why Most Sales Guys Fail

Most salespeople struggle because they wing their sales calls with no proven structure. They end up:

• Answering all the prospect’s questions (instead of leading the call).
• Sounding needy, like a desperate people-pleaser.
• Losing the prospect’s respect.

And guess what? People don’t buy from someone they don’t respect.

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Common Sales Mistakes That Kill Deals

1. Letting the prospect control the conversation.
   
   • If they’re setting the agenda, you’re already losing.
   • You must lead.
2. Talking too much.
   
   • If you're speaking 80% of the time, it’s not a sales call—it’s a monologue.
   • Use the 2 ears, 1 mouth rule—listen more, talk less.
3. Being afraid to challenge the prospect.
   
   • Most objections aren’t real concerns—they’re just excuses rooted in fear.
   • You need to cut through the smoke and get to the real issue.

So how do you fix this? You use The Frame Method.

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The FRAME Method: 5 Steps to Sales Domination

This is the exact system I developed after thousands of calls, tons of mistakes, and millions in sales. It’s also the method I teach my closers so they can control the conversation from start to finish.

Each letter in FRAME represents a key phase in the process. Master these and you’ll never get ghosted again.

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F: Frame – Control the Call From the Start

You have to command respect from the first second. You set the rules—they follow.

Example:

“Hey John, this is how I run these calls. For the sake of time, I’ll ask you a few questions to see if this is a good fit. If there’s 100% alignment, I’ll walk you through the next steps. Sound good?”

• You’re setting the agenda.
• You’re positioning yourself as the authority.
• You’re making them play by your rules.

People buy from those they respect. If you don’t control the frame from the start, they’ll walk all over you.

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R: Reveal – Uncover Their Pain & Challenge Their Beliefs

Instead of jumping straight into pitching, you need to understand their pain points and limiting beliefs.

• Ask deep questions.
• Uncover their fears, doubts, and struggles.
• Challenge their worldview and reframe their thinking.

Example questions:

• “What’s the biggest challenge you’re dealing with right now?”
• “How long have you been struggling with that?”
• “What happens if you don’t solve this problem in the next 6 months?”

Most sales guys avoid tough questions. That’s why they suck. If you ask the right ones, you control the narrative.

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A: Align – Position Your Offer as the Only Logical Choice

This is where storytelling becomes your secret weapon.

Your job is to:

• Align their pain with their desired outcome.
• Use relatable success stories to help them see themselves in your solution.

Example:

“You remind me of one of my other clients. He was stuck at $50K/month and wanted to hit $100K but didn’t have a solid plan. He got started with us, put some skin in the game, and within 90 days, he doubled his revenue.”

• Stories build trust.
• Stories create insights.
• Stories help them visualize success.

If they see themselves winning, they’ll move forward.

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M: Motivate – Get Them to Take Action

You have to create urgency and show them that the biggest risk is missing the opportunity.

• Make a big promise (Going from A to B, from pain to transformation).
• Build a desire-demand bridge (How your offer is the best way to get there).
• Show them that waiting only makes things worse.

Example questions:

• “If you don’t take action, where will you be in a year?”
• “Can you afford to stay stuck?”
• “What would happen if you kept doing what you’re doing now?”

If they see waiting as the bigger risk, they’ll be ready to commit.

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E: Elicit Commitment & Close the Deal

This is where most salespeople fail—they get nervous about dropping the price and lose control.

1. Do a temperature check before discussing investment.
   
   • “On a scale from 1 to 10, how confident are you in this plan?”
   • If they say anything less than a 9, ask:
     
     • “What’s holding you back?”
     • “What would make it a 10 for you?”
2. Future pace them into making the decision.
   
   • “Alright, let’s talk about next steps. First, we review the service agreement. Then, we process your investment. Lastly, we book your onboarding call to get you started.”
3. Drop the price and shut up.
   
   • “The total investment is $10,000.”
   • Then stay silent.
   • Whoever speaks first loses.

Most sales guys panic and over-explain here. Don’t. Let them sit with the number. Let them process the decision. If you start talking first, you lose.

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The Difference Between a Weak Sales Rep and a Frame Closer

• Weak reps pander, build too much rapport, and beg for the sale.
• Frame closers command respect, control the conversation, and make prospects want to buy.

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Quick Recap of FRAME:

✅ F: Frame – Control the conversation and set the agenda.
✅ R: Reveal – Ask deep questions, uncover pain, and challenge limiting beliefs.
✅ A: Align – Use storytelling to position your offer as the best choice.
✅ M: Motivate – Create urgency and make waiting the bigger risk.
✅ E: Elicit Commitment – Check their temperature, drop the price, and close the deal.

Use this process step by step on your next call, and watch how differently your prospects respond.

Stop talking too much. Stop being a people-pleaser. Control the frame, and close more deals.

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