Hi,

Richard pointed me to this discussion so I stopped by to check it out. (Thanks Richard, for the nice compliments.)

Here's some additional information for you on Pacing and Leading.

One of the key elements to Pacing and Leading is to make your "leads", in "bite sized" chunks. A leading statement that is to big of a logical leap is the equivalent of mental whiplash and is a sure rapport killer.

Example: (I'll identify each step below)

(pace) There are some powerful techniques you can use to increase your effectiveness in communicating.

(pace) One of those techniques is the use of Pacing and Leading skills.

(lead) Pacing and leading lets your message slip into the mind of the person hearing or reading your message in a natural, non confrontive way, that makes it far more appealing.

See how it naturally leads you from a place of agreement to where you want the person to go?

Imagine, on the other hand, if instead of that last leading statement, I had used this one.

(lead) So enough on this topic, what do you want to buy today?

See how that disrupts the flow (in this case by abruptly changing the subject)?

Ok, I hope this helps you further with this skill.

I've included a link to articles on this subject that I've written. The first one is on Pacing and Leading.

And while you're there, stop by and sign-up for my free ezine on Influence skills.

Kenrick E. Cleveland




Articles on Influence