How do you get the prospect (or customer) to agree with you and follow what you say to be true? How do you lead them?

The traditional sales “yes” set is out. Prospects have heard it. If you ask them a question that is obviously trying to get them to say “yes” because “yes” is the only answer, they will pick up on it. Don’t do it.

One of the many NLP techniques is pacing and leading. Applying it to sales is very simple. You just have to do it.

Pacing and Leading is effective because it automatically sets up an unconscious “yes set.” They don’t have to consciously or verbally answer yes to you.

It’s a sophisticated method of associating things that are true with things that you’d like your prospect to believe are true. It enables you to eliminate disagreement and get others to agree with you as a natural consequence of listening to wht you are saying.

Pacing is talking about things that can be immedietely proven to be true or things that are commonly accepted as true.

Leading is talking about things that you want the prospect to believe that have not yet been proven to be true or may not be as commonly accepted as true.

Each time you use a “pace”, your prospect’s unconscious says “yes.” Only this is very subtle and powerful that nobody thinks of it as an assault. It’s comfortable conversation. One that supports the other person in moving you toward your desired end.

Once you’ve paced and you have rapport (and it might take, 2, 3, or 4 pacing statements) you can then start your leading statements to move your prospect towards where you want them to go.

Here are some examples:

PACE 1: Naturally in today’s market we have to be very selective where we spend our marketing dollars.

PACE 2: Also, it’s important we continue to not only reach a desired demographic, but one we know needs and wants our products/services.

PACE 3: We both know the value entrenched in reaching this type of person when it comes across as a recommendation or endorsement.

LEAD: Moving forward with us is a progressive important step to achieve what it is you set out to do each year, and that is of course, gaining the advantage in a competitive marketplace.

Is it possible to pace once and then lead? Of course. Anything is possible, particularly when you are building rapport on multiple levels so you are actually pacing in many different ways nonverbally before you lead.

Have fun and learn what’s possible.

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Tags: NLP, nlp technique, pacing and leading