Future pacing is helping the homeowner mentally experience life after the project before they own the product.
The definition
Future pacing is helping the homeowner mentally experience life after the project before they own the product. Nobody moves forward on a roof because they want shingles, or windows because they want glass — they move forward on what they believe life will be like afterward.
More comfort. Less maintenance. Better appearance. More security. Less worry. More pride in their home. During discovery you uncover what they don't like about the current situation; future pacing connects the solution to the life on the other side of it. People move forward on the outcome.
Where it lives: Advanced Selling Psychology; the Presentation
Knowing what future pacing means is step one. Running it live, at a kitchen table, against a homeowner who pushes back — that's the training. Spar grades you on the system in every round — $29/month. Spar before you knock.