When something makes sense, it would seem that the next natural step for humans to take would be to follow logically what has been proven to be the better choice through facts. That's not the case though. As Tom Sacker points out in his Ted Talk, "Why Ted Talks Don't change People's Behavior", we may completely agree with all the points a speaker makes; however, much of the time we do nothing to make these changes come to fruition in our lives. We can see and agree with the points that are made but we stand still and the status quo continues.
I think that as a society, we have traditionally ignored the heart and focused on the mind instead because the heart can be seen as easily led, wishy washy if you will. It can be difficult to button down how to influence one's heart and much easier to think about how to change someones mind with facts. Appealing to someone's heart takes more work than simply creating a logical argument; instead of laying out the facts, the persuader has to consider the audience's experiences and backgrounds. It becomes an activity that is about the audience not the speaker. This takes more work and thought than simply laying out a bunch of facts that make sense. We see and hear facts all the time and without the emotional connection that shapes why we should care and reaches in and makes us feel, the change isn't going to happen.
As well, change is hard. Change is very hard actually and equally uncomfortable; we are creatures of habit. This is why using logical arguments alone doesn't work. I think that in order to sell change and have people actually buy and use it, the emotional appeals that touch one's heart have to be used and should be the first consideration when one is trying to persuade action in others.
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