Eliciting a motivation strategy

Strategy elicitation is exactly the same. You must put the person back in the kitchen – back to the time when he was experiencing a particular state and then find out what was the very first thing that caused him to go into that state. Was it something he saw or heard? Or was it the touch of something or someone? After he tells you what happened watch him and ask, What was the very next thing that caused you to be in that state? Was it … ? and so on, until he is in the state you were pursuing.

Every strategy elicitation follows this pattern. You have to get the person in the appropriate state by having him remember a specific time when we he was motivated, or felt loved, or felt creative, or whatever strategy you want to elicit. Then get him to reconstruct his strategy by asking clear, succinct questions about the syntax of what he saw, heard and felt. Finally, after you have the syntax, get the sub-modalities of the strategy. Find out what specifically about the picture, sounds, and sensations caused the person to be in that state. Was it the size of the picture? Was it the tone of the voice?

Try this technique for eliciting a motivation with someone else. First, put the other person in a receptive state. Ask, Can you remember a time when you were totally motivated to do something? You are looking for a congruent answer, one in the person’s voice and body language give you the same message in a clear, firm, believable way. Remember, he won’t be aware of much of his sequence. If it’s been a part of his behavior for a while, he does it very quickly. In order to get each of his steps, you have to ask him to slow down and then pay careful attention to what he says and what his eyes and body tells you.

What does it mean if you ask a person, can you remember when you felt very motivated? And the person shrugs and says, Yeah? It means he is not yet in the state you want. Sometimes someone will say yes and shake his head no. Same thing. He is not really associated to the experience; he is not in state. So you have to make he is tapped into the specific experience that put him in the right state. So you ask, can you remember a specific time when you were totally motivated to do something? Can you go back to the time and step back into the experience? That should do it almost every time.

When you get him in an involved state, ask, as you remember that time, what was the very first thing that caused you to be totally motivated? Was it something you saw, something you heard, or was it the touch of something or someone? If he answers that he once heard a powerful speech and immediately felt motivated to do something, his motivational strategy begins with auditory external (Ae). You wouldn’t motivate him by showing him something or by having him do something physical. He responds best to words and sounds.

Now you know how to get his attention. But that’s not the whole strategy. People respond to things both externally and internally. So you will need to find the internal part of his strategy. Next you ask, after you heard that thing, what was the very next thing that caused you to be totally motivated to do something? Did you picture something in your mind? Did you say something to yourself? Or did you have a certain feeling or emotion?

If he answers that he got a picture in his mind, the second part of his strategy is visual internal (Vi). After he hears something that motivates him, he immediately forms a mental picture that gets him more motivated. Chances are it’s a picture that helps him focus on what he wants to do.