Before seeking to influence, clarify your intention.

Joe, a vice president of sales, is in the ring with Keegan, a 1,000 pound horse. His task is to make it easy for Keegan to do the right thing, using as little pressure as possible and as much as necessary, but without the use of bribery or touch. Joe’s simple task is to have Keegan  walk across a tarp on the ground. But Keegan will have none of it. Finally it occurs to Joe to focus on the other side of the tarp, rather than the tarp itself. With Joe’s properly directed encouragement, Keegan’s’s fear gives way to confidence and he crosses the tarp.

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