Whoever frames the question holds the power. The asker defines the boundaries of the conversation. And if you answer the question directly, you’re playing by their rules, potentially losing the argument.

In a business or relationship conversation, questions often have embedded assumptions or traps. You need to analyze the root of the question and answer strategically.

Examples

1. Pricing Pushback

Question: “Why are you charging so much for this?”
Weak answer: “It covers our production and labor costs.”
Power move: “Compared to what you’re getting, what do you think a fair price would be?”

👉 Reframes from defense to value perception. Puts the focus on their expectations.

2. Job Interview Trap

Question: “What’s your biggest weakness?”
Weak answer: “I sometimes work too hard.” 😬
Power move: “Are you asking about a skill I’m still developing, or a past challenge I’ve already overcome?”

👉 Clarifies the intent, sets boundaries, and lets you choose the narrative.

3. Client Objection

Question: “Why should we choose you over cheaper options?”
Weak answer: “We offer better quality and support.”
Power move: “Have those cheaper options delivered the results you’re looking for?”

👉 Forces them to reflect on past disappointments, shifting focus to outcomes, not cost.

4. Media or Public Criticism

Question: “Do you admit your company made a mistake?”
Weak answer: “Yes, but we’ve taken steps to fix it.”
Power move: “Are you more interested in pointing blame or in what we’re doing to make it right?”

👉 Reframes from shame to responsibility and leadership.

5. Sales Situation

Question: “Why should I trust you?”
Weak answer: “We’ve been in the business for 10 years.”
Power move: “What would it take for you to feel confident moving forward?”

👉 Invites collaboration and subtly makes them co-create the path to trust.

---

“If you let them frame the question, they’ve already won the debate.”
— Noam Chomsky