Future Pace It

Here's a bit of an advanced technique. It's called future pacing and it works to remind your prospect or client of all the reasons they made the decision to buy your product or service. It transfers all of these reasons to a future point in time and triggers your prospect to remember them when an anchor is fired off.

I like to use this technique every time I sell. It's powerful in helping your client or prospect feel good about their decision no matter what outside influences say. This includes overriding any second thoughts they may have themselves.

Because this is a more advanced technique, I won't be going into it too deeply here, but giving you more of an overview and example of how this works. As a young man I used this to sell health spa memberships.

One day, I had an eighteen year old guy come in to buy a membership. I didn't even have to sell him on it because 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've been wanting this for a long time. No one's going to talk me out of it. I can do whatever I want.'

I responded, 'Sure. Great. Suppose you began to doubt your decision. What would cause you to stick with it anyway?'

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 really have to sell him anything.'

She said, 'Well, he may have wanted it, but I'd like you to cancel it. And please send me the notice that it has been canceled.'

I said, 'I'm sorry, ma'am. I can't do that. Your son is over the age of eighteen. I wouldn't have been able to sell it to him otherwise. He'll need to come in with the paper work within the 72 hour cancellation period and as the agreement says, we'll cancel it.'

She said, 'Okay, we'll be there tomorrow.'

The next day the young man and his mother showed up together. I could see the young man was unhappy about this. His head was hanging low. He said to me, 'I need to cancel this membership. But I wanted to bring my mom in to see the gym. Can I work out today and show it to her. On my way out I'll stop by to cancel it.'

'Absolutely,' I said.

He went and worked out. And after he worked out, the kid ducked out the back and left his mom at the gym.

So she approached me and said, 'We need to get this canceled.'

I said, 'Sure. I'll be happy to take care of that for you. I'll need the contract.'

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?'

'Absolutely.'

Again, he worked out, and again, he left without seeing me.

On the third day his mother dragged him in and said, 'Turn over the damn contract to this man immediately.' He handed it to me.

'Cancel this contract,' she said.

I asked the guy, 'Do you want this contract canceled?'

'No,' he said. And an argument ensued. He was nearly ready to sever his relationship with his mother over the gym membership.

I realized at this point what had happened. This kid was unable to back out of the agreement because I had future paced his decision. I took the contract and canceled it immediately.

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.

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