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Brilliant Persuasion by Stephen C. Young

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Future pacing or time-travel questions

What is future pacing and how will you use it?

We have referred to this type of question rather light-heartedly in the chapter title as ‘time travel’ because it encourages your potential client to walk mentally into, and visualise, their future reality, void of the benefits offered by the services or products you are offering.

The acknowledged name for this language pattern, and the one we adopt for the remainder of this chapter, is future pacing. It works by encouraging your prospects to imagine vividly the negative impact and full consequences not embracing your offer will have on their lives. As with all, not least with this technique, rapport ...

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