Covert Persuasion Tip: Using pacing and leading to persuade
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Photo Credit: Taizan Maezumi Roshi
So, here you are reading an article about persuasion, reading at a speed that is best for you, focusing on the information that you identify and resonate most with, coming to new conclusions about just how more persuasive you can be.
And as you ponder how persuasive you can become, what you’ll find is the more you focus on those conclusions, and the more you think about what you are reading now, the more this message begins to ring even clearer to you, sounding you off to go and get exactly what you want out of life.
Ok, if just went into a deep trance and hit your face on the keyboard my apologies 
(just kidding)
Obviously my opening two paragraphs are covert hypnotic language patterns. This pattern is called pacing and leading. The art of pacing and leading is stacking truisms and then strategically throwing in suggestions to take them in a new direction. It’s pretty slick. You do this by stating undeniable truths a person cannot argue with in their internal or external environment. Then leading would be adding a new idea or action you want them to take.
Pacing and leading works because there is less resistance from the person to do what you are suggesting when you soften the statement with things they can’t resist. Old-school sales courses refer this to a “yes set”, but this is a lot more covert and hypnotic and when done with the proper congruence and tonality.
This hypnotic language pattern will allow you to lead any conversation covertly and smoothly.
Here is a popular formula for pacing and leading:
Pace, Pace, Pace, Lead
Pace, Pace, Lead, Lead
Pace, Lead, Lead, Lead
Lead, Lead, Lead, Lead
*Assignment: read the first two paragraphs in this article again above and see if you can locate the different pacing sentences, and different leading sentences.
Here is a sales example, and I will mark the pacing and the leading:
(pace1)You’re here for some pretty important reasons, (pace2) reasons that caused you to come here today (pace3) like most of my prospective clients you probably have some questions, and (lead1) you will naturally use the information from those questions to make an intelligent decision today.
(pace1) and as we are talking about these things, (pace2) there will be some things I say that will make sense and some things that really make sense to your specific situation (lead1) and the more you focus on those specific things (lead2) the more you begin to realize that our product and your needs fit together in a really harmonious way.
(pace1)and that can seem like a tall order at first (lead1) at the same time as a result of our interaction today you will become even more aware of how true that is, (lead2) not because we need to sell or convince you that this is right for you (lead3) but because the right decision, with us, will always feel natural and easy, just like it has for all the other clients we serve.
Man that was really good one, I think I’ll use that one today! If you can’t hear the effectiveness of that pattern then check your pulse!
Study that and model if you are in sales, that is a really good use of hypnotic pacing and leading. When said with congruence, it will come across as someone who is confident that they are able to meet their client’s needs.
Use your new powers for good not evil,
-Bill “Persuasion Artist” Alexander
*Bonus Assignment: see if you can find the other hypnotic language patterns I used. Hint: look for embedded commands, cause and effect language patterns, and sneaky trance words like awareness patterns. Leave a comment if you can find them.
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3 Responses to “Covert Persuasion Tip: Using pacing and leading to persuade”
By Nightmajic on Apr 19, 2008 | Reply
Well, I haven’t much experience in this as it’s really just a budding interest, but here’s what struck me in reading it through a second time (though I’m not sure of the technical language yet):
1st sentence: repeated uses of ‘reasons, reasons … TODAY’ then ‘questions, questions’ followed by ‘decision TODAY.’ Also, first appearence of ‘natural.’
2nd sentence: ‘things, things, things, specific situation, specific things.’ That was great, though “some things that makes sense and some things that really make sense” lol. At the end of the sentence, another ‘really.’
3rd sentence: ‘at first, at the same time as the result of our interaction today’ wow … sneaky. ‘not because … is right for you, but because the right decision’ lol. Ending with another ‘decision’ which echoes the first reference.
Anyways, like I said, this is all pretty new to me but I’m becoming pretty interested. Just tonight I began to experiment with matching and mirroring and was astounded with the effects. The rapport with my subject became very fluid, and as he used certain hand gestures to express ideas, I would use very similar gestures, at least in the same general area he was pointing to, each time I would ask or bring up those topics. This is someone I’ve had a hard time connecting with for years, but tonight was different. Maybe it’s just because I was /listening/ in a different, deeper way.
By Bill on Apr 19, 2008 | Reply
Nightmajic, I will make it even easier for you, look at the structure of the essence of what is being said here not so much the content or exact wording.
You are almost there; it wasn’t so much the words like reason, and things etc.
The power in pacing and leading is saying things that they cannot argue with to sneak in your message.
Think of what you want someone to do as a gift, and you want to wrap that gift in the most presentable wrapping paper possible. Truisms, whether you are reading my comment now, or you are here for some important reasons, (if that is true it works) if they don’t care why they are there then it won’t.
So lets say fro example you are dealing with someone who is not interested in the important reasons for meeting you.
You are here meeting me today, and I know a lot of my clients have some questions they need answered first, and there are some parts to this process that will be less fun than others, what most of my clients find that as a result of talking with me today they
Say if I said Nightmajic I want you to leave another comment on my blog How persuaded do you feel?
Probably not that much.
But if I say:
You’re name is Ninjamajic right?,and you are reading my blog, reading this comment, learning some extremely exciting persuasion material.
There are different ways to get excited about things isn’t there, I mean you can get excited that excitement causes you to take action on new ideas, or you can get excited in a way that you just find yourself pondering this information more and more as the days go on, and I wonder if you know that the more you do that the more that excitement just expands, to the point where you leave more comments and have more of these exciting conversations with me.
not bad huh?
I cheated a little and used some other strategies in here, bonus points for those who can spot em.
Bonus Tip:
Also I used excitement as a trance word, I just picked it because it seemed appropriate, but this would have been powerful if I used criteria or meta-programs to elicit the word from you.
In sales we call it the hot button. This type of language works better if you know the clients hot button. Do a search for my article titles Quick and Dirty Persuasion Model to learn more about this
Hope that helps,
Bill
By Robert on Jul 13, 2008 | Reply
Bill,
Hello.
I just found your web site and read the post of Feb.5th on pacing and leading. You sales example is very close to my opening meet and greet with my prospects, although yours has more power. Wow! I am using this as soon as possible. These are very powerful techniques.
Robert