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Pacing And Leading
Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.When you pace, you validate your prospects either verbally or nonverbally; that is, you are in agreement or rapport with your prospects. As a result, they feel comfortable and congruent with you. Pacing entails using stateme...
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LinkedIn Recommendation:
 Dania Cendejas - Director of Marketing at Thatherton Fuels - Teo helped me write my business plan last month and wow... I was really missing some things that would have hurt me down the road. I can't think of anyone I would rather work with as I move forward with the plan. Great thinker! Excellent planner! - March 17, 2012, Dania was Teo's client |
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