Hi Martin,

Thanks for a really, really useful question, and Stephanie thanks for your reply.

I think its a useful questions because it brings to light some important issues and approaches.

Firstly (and I'm not neccassarily talking about this particular issue) I have a firm belief that if anyone went out of their way to use any influence technique to get someone do something not in thats persons interest - Then the other person may, when they find out seek revenge - And some will do it very effectively.....just a gentle caution.

Of course the interesting question is what is actually in the other persons interest?

Is there a context in which it is in the top sales peoples interest to sell more now? Or they get some benefit of their team succeeding? (Interesting question of targets?)

For the sake of the particular scenario lets assume we've found a positive reason for the top sales people sell more now. I'm going to create some bonus for the team achieving target (read sales managers target?) - I'm sure you'll come up with a better example.

Then could we create some useful language.

The first part would be to pace the top sales peoples current experience (say some thing that is true to them ) like:

You've worked hard, achieved your target - and are probably concerned about next years target.

The second part is say what you want:

But I need you to produce another xxxxx, so we can meet the teams target,

You can then introduce some hypnotic language in the third part:

Luckily, you've already shown you have the ability to do this, so I look forward to your contribution.

(As Stephanie says see page 39 and 46 onwards of the SNLP [section 3] of our manual).

Let me know if this does/doesn't make any sense!

ps hypnotic language will improve and emphasise whatever works . If it isn't working change what isn't working first.

Thoughts?

__________________
Michael
01908 506563
NLP Training: PPI Business NLP Ltd