Vulcan logic won’t move the room.

Here’s the thing about trying to get buy-in: Logic doesn’t move people. Emotion does. 

This insight from neuroscientist António Damásio gives us a powerful insight into what it really takes: 

“We are not thinking machines that feel; rather, we are feeling machines that think.” 

It’s easy to assume that decisions are won through logic alone - just add more data, tighter arguments and a twist of intellectual cleverness. But humans don’t work that way. 

We feel our way toward decisions. Then we back them up with some logic.

If you want to influence someone - whether it’s a stakeholder, a client, or a colleague - don’t just aim for their mind. 

🎯 Target the feels. 

💡 Reach their gut. 

❤️ Speak to what truly matters to them. 

Sales expert Michael Harris makes the point: If we only sell to Spock, we'll end up in paralysis by analysis. We need to sell to Captain Kirk too.

▶︎ The bottom line 

Influence is emotional before it’s rational. 

How are you making your message felt?