The Sales Archive real techniques, real sources
Entry 029 of 93Sourced

Future-Pacing

Walk the buyer through a vivid picture of life after they own the solution, so the decision feels already made.

How it sounds

  1. You Picture your Monday report taking five minutes instead of an hour.
  2. Buyer They picture it, and the team no longer asking for updates.
  3. Result The decision starts to feel already made.

The rest of this entry is in the full archive

  • How to build a concrete "after" picture using the buyer's own words
  • The difference between future-pacing and hollow hype
  • Where to place it in a call so it lands as relief, not pressure
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  1. You probably think I'm just another vendor here to waste your time
  2. Reacts with relief or surprise instead of defensiveness
  3. You might also be wondering if we can actually deliver on time
RapportSourced

Accusation Audit

Chris Voss, Never Split the Difference (2016)
  1. The manual reporting is killing us every week.
  2. So the real issue is the manual reporting, and it costs a day a week. Right?
  3. They say 'yes, exactly' and open up further.
RapportSourced

Active Listening and Summarising

Carl Rogers, client-centred therapy (1950s)
  1. You're in Malmö? I spent three years there.
  2. They open up, glad to find someone who gets it.
  3. The call shifts from cold to familiar fast.
RapportSourced

Finding Common Ground

Donn Byrne, similarity-attraction effect (1971)