All action follows the same structure.
It’s the same as any voluntary trade.
The thing we want is more valuable (as we subjectively see it) than the thing we have.
Whether you’re trading your peanut butter sandwich for an ice cream cone, or ten bucks for a happy meal, the process is the same.
You want what you don’t have more than what you do have.
If you can find somebody who is a match, they want what YOU hove more than what they have, you’ll trade.
This is instinctive.
It’s been happening since ancient tribes met other ancient tribes, and on every playground in every school on Earth.
Even when we do things, we imagine that our future state (after we do whatever we are contemplating) is going to be BETTER than our present state.
Otherwise we wouldn’t do it.
Many times we aren’t so sure. The future would be good IF we know some “bad things” wouldn’t happen. But those “bad things” are uncertain, so the probability of the future state is uncertain.
You think you MIGHT like that new restaurant, for example, but on the other hand, you might spend the time and money and it might suck.
Whenever you are persuading somebody to do something, we face the same problem.
We are trying to convince them to take some kind of action, to change their state.
The better we can do that, to convince them the new state (that we are suggesting) is better than their current state, the more persuasive we’ll be.
People that are naturally good at this (persuading people to take action) are generally pretty popular and make a ton of money.
The truth is that most of us LOVE to follow directions from somebody who knows what they are talking about.
Especially when it’s clear they’ve got OUR interests in mind.
It’s like they’re doing our thinking for us, but not in an evil dictator kind of way.
A way that shows us how safe and comfortable it is to move toward whatever it is we want.
Which means that knowing how to do this can come in VERY handy.
Coming up with a couple of stories that can increase people’s desires in whatever direction you want to point is very useful skill.
Where should we point their desires?
Anywhere you want!