You might’ve heard of the ‘Pace, Pace, Lead’ tactic before, from every salesman in the world.

They told you WHAT it is, and WHY you should use it, but they really never told you HOW to use it properly.

Let’s start with WHAT.

Pacing, is either agreeing, complimenting, or relating, to a confrontational question or statement coming from the prospect.

This can be dealing with a question or statement mid-conversation, or dealing with an objection after you’ve pitched to close the deal.

WHY.

When your prospect asks you a question or statement, mid-conversation into the sales call… There’s usually hidden intention behind their question or statement.

For example, you ask your girlfriend if she has anything planned for the weekend.

She says “No not really.”

You then proceed to ask her if she wants to go to the museum with you.