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Brilliant Persuasion by Stephen C. Young

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Verbal pacing and leading

What is pacing and leading?

Verbal pacing and leading is a simple, yet powerful, conversational language pattern that allows you to quickly gain agreement for your suggestions and ideas, bypass criticism and increase your level of influence. This is an outstanding technique for eliciting positive responses and lowering your prospect’s resistance. Curiously, it is not perceptible to the listener, it takes a little preparation and is an excellent tactic for increasing sales.

The process we follow when engaging with others is to make four statements. The initial three, referred to as pacing statements, are designed to be accepted without resistance ...

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