The Rhythm To Success
The method of Pacing and Leading derives its power from the Principle of Consistency. Similar to the Foot-In-The-Door Technique, it follows a rhythmical pattern of pace and lead statements designed to create almost irrational beliefs in a proposed idea.
Like the previous technique, the theory involves eliciting enough 'yes' during the course of the conversation so your prospect will automatically agree when you make the primary request/s.
Verbal pacing and leading sets up an unconscious yes-set which contribute to its effectiveness. By making a series of statements or questions that elicit a yes, you condition your prospect's mind to continue saying yes even up to the point of your real request or idea. It works even if the request is hard, or the idea is abhorrent.
The Pace-Lead Method associates things that are obviously and irrefutably true with what you'd like people to believe as true. When you use this technique you first create Pace Statements. These statements are statements or questions that can immediately be proven as true or are commonly accepted as true. You also create Lead Statements. Leads are statements or requests that you want your prospect to comply with. Lead statements talk about things you want your prospect to believe in and that hasn't been commonly accepted as true.
Once you arrive at the appropriate pace and lead statements, you link the pace statements to the lead statements in the following manner to generate belief and compliance:
Pace, Pace, Pace, Lead Pace, Pace, Lead, Lead Pace, Lead, Lead, Lead Lead, Lead, Lead, Lead
By mixing the Pace statements with the Lead statements in this manner, you blur the distinction between what is obviously true and what is not really so true. This framework makes everything appear patently true. These are examples of Pace Statements:
Being healthy lets you enjoy life.
Safeguard your health with proper care of your body and you can live happy.
Food usually contains health robbing toxins. Poisons harm us and lower resistance. Lower resistance reduces health.
Note that these pace statements all need no verification. Common sense dictates these to be true.
Lead statements are different. They are not obviously true, and require hard evidence to prove its veracity. These are examples of leads. Leads are your requests.
Our product will ensure your health
By introducing a dietary supplement containing our patented formulation, you safeguard your resistance against disease.
It really works!
These lead statements can be made more convincing if placed in the previously illustrated framework of pacing and leading. Using the formula, here is how it would come out:
(P)Your health allows you to enjoy your life.(P) Safeguard your health with proper care of your body and you can live happily! (P)Unfortunately, we know that our food usually contains toxins that rob us of health. (L)By introducing a dietary supplement containing our patented formulation, you safeguard your resistance against toxins. (P)Poisons harm us, and make us sick, right? (P)This lower resistance reduces our health. (L)Our product can ensure your health. (L)It really works!
Notice that in the pace-lead framework, belief in lead statement becomes easier because of its placement. Each time we hear a pace statements, we silently say, "yes" to ourselves. By the time we come to the leads, it's easier to say yes without noticing that the leads are no longer undeniably true.
Remember that you should not sound stilted or artificial. When speaking in this manner, make the conversation as spontaneous as can be. Ask for short responses from your prospect for your pace statements. Select pace statements that he or she is almost guaranteed to believe in.
Here's a final example. This time the pace statements utilize facts that are observable sensually (visual, auditory, kinesthetic). Hence they create a powerful influencing effect.
(P)As you sit and (P)listen to me, you start to (P)wonder. (P)You think You (L)realize that what I say is very important and could be applied in real life. (P)And as you think about it some more, as (P)you lean forward and listen, (L)you realize that the knowledge of this lecture will definitely enrich your personal relationships and (L)make you a more competent person.
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