Next, we have the tonality of implied obviousness.* In essence, this is an advanced form of future pacing, because you’re creating the impression in the prospect’s mind that the benefits of what you’re selling are a given. If you’re in finance, for example, you might say, “Now, John, you’ll make money with this, but more importantly, what I can do for you over the long term in the way of new issues and arbitrage plays …” In other words, you’re using tonality to infer the notion that it’s beyond obvious that your product or service is a winner.
