Yesterday, I talked about how using proper structure and language can create pressure on your prospect to buy. “Internal pressure” is far superior to using high-pressure sales tactics.

Here’s a technique for helping the prospect create internal pressure to buy your product or service.

Create a vision.

Often called “future pacing,” creating a vision is done by using language and questions to get your prospect to experience how their life could be after they invest in your product or service.

The key is to make the vision multi-sensory, like a mental movie, so the prospect sees, hears, and feels their future.

Creating the vision isn’t enough, though. The next step is to show them the gap between where your prospect is now and where they want to be.

If the vision is compelling enough, your prospect understands the gap, and you can successfully get them to the other side, then your prospect feels internal pressure to work with you.

We spend considerable time creating this vision when working with people to create their presentations. It is a major key to closing the sale without pressure.

Tomorrow, I’ll share with you how creating a “negative vision” can be a powerful influence tool and the huge mistake people make when trying to future pace the negative that creates sales resistance.

Kick butt, make mucho DEEnero!

Dave “Crystal Ball” Dee