I' Ll Need The Contract. ' She Said, 'I Don' T Have It

Business.

Selling through future pacing - 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, through triggers and, reminding them why signals that you will have installed. It' s powerful in helping your client or prospect feel good about their decision no matter what outside influences say.

I like to use this technique every time I sell. - this includes overriding any second thoughts they may have themselves. As a young man I used this to sell health spa memberships. 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. One day, I had an eighteen year old guy come in to buy a membership. Once the young man signed the contract, I did some future pacing with him just for good measure.

I didn' t even have to sell him on it because he was ready to go. - i said, 'imagine if someone were to tell you that this was a bad decision. I' ve been wanting this a long time. ' I responded, 'That' s great. What would cause you to stay with your decision to join up? ' He said, 'I' m certain this is what I want. Now, suppose you started to doubt your own decision. I make my own decisions and that' s it. ' A few hours later I got a phone call from the young man' s mother.

What would cause you to stay with it anyway? ' He explained, 'I absolutely know what I want and I want this membership. - she said, 'hey, you sold my son a gym membership earlier today. ' i said, 'he came in and bought one, i didn' t have to sell it to him. ' she said, 'well, he may have wanted it, but i' d like you to cancel it. I can' t do that. And please send me the notice that it has been canceled. ' I said, 'I' m sorry, ma' am. Your son is over the age of eighteen. 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. ' So in they come the next day together. I wouldn' t have been able to sell it to him otherwise.

His head was hanging low and he said, 'I need to cancel this, and I wanted to bring my mom in so she can see the club. - and then i' ll stop by on the way out and i' ll cancel it? ' 'absolutely, ' i said. Can I go work out today and show my mom through the club? He went and worked out. So she approached me and said, 'We need to get this canceled. ' I said, 'Sure. And after he worked out, the kid ducked out the back and left his mom at the gym.

I' ll be happy to take care of that for you. - he has it. ' 'well, as per the terms of our agreement, i need that contract to cancel it. I' ll need the contract. ' She said, 'I don' t have 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. ' Again, and again, he worked out, he left without seeing me. I turned to him and said, 'Do you want it canceled? ' He said, 'No. ' And he started arguing with his mother. 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 it immediately, ' she said. He was ready to sever the relationship with his mother over this gym membership.

I realized what had happened. - at this point, i took the membership and canceled it. I hadn' t given it a second thought until I saw this kid unable to hand back the agreement because he had made a decision and I had future paced 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.