A short excerpt from a YouTube video ("Stop asking your questions so fast...") demonstrating an interviewing/coaching technique called verbal pacing. The speaker contrasts a rapid question that elicits surface answers with a paced version (using pauses and a concerned tone) that prompts the prospect to internalize and respond more deeply, specifically in conversations about dealing with debt.
Give me a question you guys asked in the problem finding part of your conversation. How long have you been struggling with the debt? Oh, I don't know. It's been bad for a couple years. Too fast of a question. The prospect has no time to internalize it. They react and give you a surface level answer. But if I simply changed it. So how. How long have you been. How long have you been having to deal with all the debt? What did my tone sound like? Concerned. Did you see the verbal pauses there that triggers their brain to do what? Internalize and think deeper about the question I ask. See, I'm pulling out their emotions strictly by how I pace out the question. That's called verbal pacing.
