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Digg it UP - Pacing and Leading
Launch into a Personal and Financial Rewarding CareerIf you are considering building a career in the medical field as a LVN (Licensed Vocational Nurse) or LPN (Licensed Practical Nurse), you ar
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pa
Automobile manufacturers have automobile dealerships to sell their cars. When you walk on to a car lot to buy a car, you expect it to be full of cars of a particular make, or maybe two makes, but you
When you pace, you validate your prospects either verbally or nonverbally; that is, you are in agreement or rapport with your prospects. As a result, they feel comfortable and congruent with you. Pacing entails using statements everyone accepts as true. By doing so, you eliminate disagreement and get others to agree with what you are saying. The topic either can be proven true or is commonly accepted as true.
An example of a pacing question (obviously true):
Most people would love to be financially free and end their money worries forever. Once you have established rapport and harmony with your prospect, you can create expectation of agreement. You must have general agreement before you can lead your prospect to your point of view. You then begin to use statements that you want your prospect to agree with, even though they haven't consciously and/or publicly acknowledged that they do.
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pac
Characteristics of IndiaIndia is the other Asian country whose economy is booming (with China of course). Although it is several years behind China in its economic development,
An example of a pacing question (obviously true):
Most people would love to be financially free and end their money worries forever. Once you have established rapport and harmony with your prospect, you can create expectation of agreement. You must have general agreement before you can lead your prospect to your point of view. You then begin to use statements that you want your prospect to agree with, even though they haven't consciously and/or publicly acknowledged that they do.
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pa
People constantly come into your office and you are always sending out mail to new, potential clients. Did you know that most people will throw away an envelope that looks as if it’s direct mail but w
An example of a pacing question (obviously true):
Most people would love to be financially free and end their money worries forever. Once you have established rapport and harmony with your prospect, you can create expectation of agreement. You must have general agreement before you can lead your prospect to your point of view. You then begin to use statements that you want your prospect to agree with, even though they haven't consciously and/or publicly acknowledged that they do.
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pa
Fuel-efficient vehicles have become an obsession of mine in the last few years. So much, that I would love the opportunity to sell one of these little clown cars that get up to 60 miles per gallon. N
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pa
If you have a task greater than you can handle on your own, then you need to delegate. Not a choice many of us choose to make, but one we can all learn. This article will take you through why delegati
An example of a leading question (you want your prospect to accept):
The answer to your financial problem is providing the right training at the right time by the right person.
So to put pacing and leading in a nutshell, pacing statements are obviously true, so the prospect has to accept their validity. Leading statements can't necessarily be proven true, but they represent what you want your prospect to believe.
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