While I have heard various versions of what the acronym SMART stands for…
…it never includes “Emotional Basis”
Why we need emotion
Our brains prefer the path of least resistance. Under duress, we revert to habit because the neural pathway is well worn and is, therefore, the path of least resistance. The brain is malleable, but neurons that have fired together repeatedly act as if they are wired together. To blaze a new trail, a new neural pathway, is hard.
We have to believe it is worth it. We have to want it at an emotional level. For example, I could not learn the guitar playing the song Red River Valley. My guitar instructor, wisely, asked me to name songs I liked and helped me pick one that was not too difficult. I picked the Green Day song, Good Riddance, and learned it quickly.
A goal with an emotional basis is necessary for success.
Salespeople may use this insight in two ways:
- To set smarter goals
- To help buyers get to what is personal and emotional
Emotions always play a part in the sales process so be sure to recognize them.