Our brains can be programmed and re-programmed. As a persuader you can use programming to eliminate resistance and set forth the course of action.
Pacing and Leading
Pacing involves establishing rapport and making persuasive communication easier, while leading involves steering your prospects towards your point of view. Pacing and leading enable you to direct people's thoughts so they tend to move in your direction.
When you pace, you validate your prospects either verbally or nonverbally; that is, your prospects perceive you to be in agreement with them. Consequently, they feel comfortable with both you and the situation. Pacing entails using statements everyone accepts as true (ie, they can not be argued with). By eliminating disaggregation, resistance and defensiveness are low, placing you in a good position to begin leading. While everyone is in agreement, you gradually and incrementally introduce your stance's key points. This is how leading is different from … Read More