I watched Alfred Hitchcock’s “The Birds” for the umpteenth time over the weekend.
While “tame” by today’s horror movie standards, it still packs a punch.
What was interesting was the next day, while sitting on the patio overlooking the ocean, I began to notice how many different types of birds were flying around and how close they were getting to me. I’ll admit the thought, “Will one of those birds attack me and pluck out my eye,” did cross my mind.
That unusual thought wouldn’t have crossed my mind the day before re-watching the movie. But, instead, the seed of that thought was planted in my mind by Hitchcock.
One of the most overlooked aspects of selling is planting thoughts in the minds of your prospects so they conclude that they need and want to buy whatever you’re selling.
One effective way to do that is with future pacing, both positive outcomes of the prospect taking action and the potentially negative consequence of inaction. But, of course, you want to do that subtly and realistically so your prospects don’t put up conscious defenses.
In the June issue of the “Sales Arcana” newsletter, I critique and deconstruct a webinar presentation one of my Mastermind members created. In addition, you see how to properly use future pacing throughout a presentation so that you can model it in your one-to-many sales presentations.
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Kick butt, make mucho DEEnero!
Dave “Psycho Is Next” Dee