When we think of goals, it’s easy to set “big picture” objectives for ourselves that vary in terms of whether we can realistically achieve them.
You can help shift another person to the Desired State by ensuring that their goals, and yours, follow the SMART methodology. Setting a goal using the SMART model engages the Reticular Activating System (RAS), the part of the brain that plays an important role in attention.
When refining our Desired State in the context of persuasion, remember that we need to ensure that we make the desired outcome relevant to the other person by connecting it to their current beliefs and values. This relevance activates their RAS and primes their mind to pay attention.
