The Pendulum Theory is based on Newton's First Law of Motion, which states that an object at rest tends to stay at rest, and an object in motion tends to stay in motion with the same speed, and in the same direction unless acted upon by an unbalanced force.Let's create a visual so you can better understand this concept. Start by drawing a circle and put the numbers. Now draw a thick unbroken line from the 9 o'clock to the 3 o'clock. On the middle of the line, we will place a pendulum; the pendulum can swing back and forth from 9 to 3 and from 3 to 9.This represents how your prospect feels about your opportunity. At any given time in the sales process, a prospect can sense positive, negative, or indifferent towards what you are selling.
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