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Future Pace It

By: Kenrick Cleveland

Future pacing is a phenomenal strategy that reminds your prospect of all the reasons they made the decision to purchase or sign up with you, and transfers all of those reasons to the future, reminding them why, through triggers and signals that you will have installed.

This is a technique I use every time I sell something. It is potent in helping your client or prospect feel secure in their decision to purchase regardless of what outside influences (including their own second thoughts) might try to say.

Since this is a fairly advanced strategy, I'll be giving just an overview and example here. As a young man, I used this technique to sell health spa memberships.

I had a customer come in one day, an eighteen year old, who wanted a membership. I didn't even have to sell him. He was ready to go.

Once the young man signed the contract, I did some future pacing with him just for good measure. I said, 'Imagine if someone were to tell you that this was a bad decision. What would cause you to stay with your decision to join up?'

He said, 'I'm certain this is what I want. I've been wanting this a long time.'

I said, 'Okay. Supposing you begin to doubt the decision yourself, what would cause you to stay with this decision?'

He said, 'This is absolutely what I want and there's no way I'll doubt it. I definitely know what I want.'

My phone rang later that day. It was the young man's mother. She said, 'You sold my son a gym membership today.'

I said, 'He came in and bought one, I didn't have to sell it to him.'

And she said, 'Okay, he bought a membership. I'd like you to cancel it and send me notice that it's been done.'

I said, 'I'm sorry but I can't do that. Your son will have to come in with his paper work and, as per the 72 hour cancellation policy, we'll go ahead and take care of that.'

'Okay,' she said, 'We'll be in tomorrow.'

The next day the young man and his mother came in. He was pretty unhappy about what he was there to do, it was obvious. He said, 'I need to cancel my membership, but I was wondering if I could work out today and show my mom the guy. Is that possible?'

'Absolutely,' I said.

So he went and worked out. Well apparently they drove separate cars if I remember the correctly and the kid ducked out and left his mom there.

She approached me and said, 'We need to cancel this membership now.'

I said, 'Great. Give me the contract and I'll be happy to cancel it for you.'

She said, 'I don't have it. He has it.'

'Well, as per the terms of our agreement, I need that contract to cancel it. And like I said, he's got 72 hours, so he can come back later or tomorrow and take care of it then.'

The next day the kid comes in, brings the agreement and says, 'I'm supposed to give this to you, but before I do, can I just work out?'

'Certainly.'

For the second day in a row he worked out, and for the second day in a row, he left without seeing me.

The third day came. His mother dragged him in and said, 'Give the man the goddamn contract.' He handed it to me.

'Cancel it immediately,' she said.

'Do you want this contract canceled?' I asked him.

He said, 'No.' And he started arguing with his mother. He was ready to sever the relationship with his mother over this gym membership.

At this point, I realized what was happening. This kid was unable to back out of our agreement because I had future paced him. I immediately took the contract and canceled it.

When you future pace something, you lock it into the mind of the person and I'm telling you right now that with the power of the strength of their own mind, you will have virtually locked them in.

Article Source: Main Articles

Kenrick Cleveland teaches techniques to earn the business of affluent prospects using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion techniques.

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