The Reframe Play in the Solution Presentation Routine focuses only on the Needs Audit Routine.

• A. False
• B. True
• C. Not applicable
• D. Both

Answer: (B)

The Reframe Play in the Solution Presentation Routine is all about tying the discussion back to what the client needs. When you present the solution, you want to show clearly how what you’re offering addresses the needs uncovered during the Needs Audit. The Reframe Play is used to respond to questions or objections by restating them in terms of those needs and the outcomes the client cares about, rather than drifting into unrelated topics. Because its purpose is to map the solution directly to the identified needs, it focuses solely on the Needs Audit content within the solution presentation. So the statement is true: the Reframe Play centers on the Needs Audit outcomes and doesn’t reach into other areas.