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3 Key Sales Tips You Need to Know Today - Alex Hormozi's 3A Framework

Discover the hidden trick top salespeople use!

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The AI Hustle Lab
October 19, 2024

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Read time: 6 minutes

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Hey Hustlers!

In today’s world, closing a sale can be hard.

You’re working a full-time job and building a side hustle.

That’s why knowing quick ways to win in sales is key.

One powerful tool is reframing—a way to turn tough conversations into wins.

Alex Hormozi’s 3A Framework can help you do just that.

What is Reframing?

Reframing is when you help a customer see things in a new way. It’s used by the best salespeople to move conversations forward. The 3A Framework— Acknowledge, Associate, Ask —makes this easy to do.

The 3A Framework of Reframing

1. Acknowledge

- Why: Show the customer you understand them.

- How: Repeat what they just said.

- Benefit: This gives you time and makes the customer feel heard.

Example:

Customer: "I need to think about it."

You: "I totally get that, it’s smart to think it over."

2. Associate

- Why: Connect their concern to something good.

- How: Show how others who had the same worry were successful.

- Benefit: Makes their worry seem normal and smart.

Example:

You: "A lot of our best clients had the same question. It means you’re being careful."

3. Ask

- Why: Guide the conversation back to a solution.

- How: Ask a question that helps find the real reason for their worry.

- Benefit: Helps you know what’s really holding them back.

Example:

You: "What’s the main thing you’re thinking about right now?"

Reframing in Action: Examples

1. “I Need to Think About It” 

- Acknowledge: "I get it, thinking things over is important."

- Associate: "Many of our clients found it helpful to take their time."

- Ask: "What’s the main thing you’re thinking about?"

2. “I Don’t Have Time Right Now” 

- Acknowledge: "Time is really valuable, I understand."

- Associate: "Our busiest clients say this solution actually saved them time."

- Ask: "When would be a better time for you?"

3. “I Need to Talk to My Partner” 

- Acknowledge: "It’s great that you talk to your partner about this."

- Associate: "Many of our clients do the same and feel more confident."

- Ask: "What do you think your partner would want to know more about?"

Five Simple Rules for Reframing

1. People Believe Themselves More 

- Help them see how your product meets their needs by asking the right questions.

2. Questions Keep Things Calm 

- Use questions to handle objections without arguments.

3. Turn Worries Into Positives 

- Show them that their concerns are normal and even good signs.

4. Use Client Stories 

- Share how other customers had the same problem and overcame it.

5. Be Curious 

- Always ask more questions to understand their concerns better.

Action Steps

1. Learn the 3A Framework: Practice Acknowledge, Associate, Ask in your sales talks.

2. Try It Out: Use the framework when handling objections.

3. Stay Honest: Always put the customer’s needs first.

4. Get Feedback: Record your calls (with permission) to improve.

5. Stay Curious: Always keep asking questions to show you care.

That’s it for this week!

Using the 3A Framework— Acknowledge, Associate, and Ask—can make a big difference in how you talk to customers.

It helps you guide the conversation and find the real issues, without feeling pushy.

See you next time,
Francisco
The AI Hustle Lab

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