Even more surprising was the fact that he simply talked his subjects into a trance state, without the use of visual distractions. Something new was afoot. As Dr. Erickson described his conversation inductions, it became clear that there was much more to the suggestion side of hypnosis than was ever recognized before. To every CEO's benefit, the hypnotic suggestion techniques that Milton Erickson pioneered are documented and can be applied to dynamics in the boardroom. The key ingredient of an effective suggestion involves a technique called pacing.
Pacing establishes a tie to the listener.
In fact, good pacing involves connecting in a way that makes you the same person. Although it's not possible to be that person exactly, the closer you can come to being in-sync with them, the closer your relationship will be. A general example might be useful before looking at specifics. One day Sally was walking uptown at a steady pace. Ed noticed her up ahead when he was about 100 feet back.