OSI was asked to provide a two-day sales seminar to a motivated but challenged sales organization in New York. The seminar started with 22 people in attendance. At the start, I asked how many in the room were annoyed about having to be in sales seminar. There was 100% audible confirmation about their anger. I asked if they felt being in a seminar room for two days was preventing them from getting to their task of selling customers and making money. Once more a 100% agreement. Phrases such as “this seminar is a waste of our time.”

I asked them –“Now that we understand that the way that you feel about this seminar is precisely how your clients feel about you being in their office, keeping them from getting their job done, and wasting their time talking about your products and services - - - so, how do you disarm them from having the same attitude that you have today?”

The negotiation skill of framing and reframing is one of the five negotiation principles required to professionally survive the demanding world of sales negotiations. OSI specializes in providing sales people with twenty of the most common framing and reframing skills within the context of the five principles of effective negotiations. I have been asked back four times as of this writing.