Is persuasion a gift? Are some people born with the ability to speak well and "sell" their ideas successfully?
Speaking Rules! 52 Ways You Can Achieve Speaking Success
It sure seems that way when you're wowed by a motivational speaker, or galvanized into action by a thought-provoking presentation. In your role, do you ever need to motivate, inspire, or persuade others? Whether you're a senior executive giving a presentation to the Board, a manager giving a morale-boosting speech to your team, or a production manager giving a presentation on safety standards, at some point, you'll probably have to move people to action. While there are certainly those who seem to inspire and deliver memorable speeches effortlessly, the rest of us can learn how to give effective presentations, too.
In this article, we'll look at the key factors you need to put together a clear and engaging call to action using a five-step process known as Monroe's Motivated Sequence. Alan H. Monroe, a Purdue University professor, used the psychology of persuasion to develop an outline for making speeches that will deliver results, and wrote about it in his book Monroe's Principles of Speech.
It's now known as Monroe's Motivated Sequence. This is a well-used and time-proven method to organize presentations for maximum impact. You can use it for a variety of situations to create and arrange the components of any message. The steps are explained below:. Get the attention of your audience. This step doesn't replace your introduction — it's part of your introduction. Lets use the example of a half-day seminar on safety in the workplace.
Your attention step might be as follows. Convince your audience there's a problem. This set of statements must help the audience realize that what's happening right now isn't good enough — and needs to change. Remember, you're not at the "I have a solution" stage yet. Here, you want to make the audience uncomfortable and restless, and ready to do the "something" that you recommend.
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Introduce your solution. How will you solve the problem that your audience is now ready to address? This is the main part of your presentation. It will vary significantly, depending on your purpose. In this section:. Describe what the situation will look like if the audience does nothing. The more realistic and detailed the vision, the better it will create the desire to do what you recommend. Your goal is to motivate the audience to agree with you and adopt similar behaviors, attitudes, and beliefs.
Help them see what the results could be if they act the way you want them to. Make sure your vision is believable and realistic. You can learn another communication skills, like this, by joining the Mind Tools Club.
Receive new career skills every week, plus get our latest offers and a free downloadable Personal Development Plan workbook. Your final job is to leave your audience with specific things that they can do to solve the problem. You want them to take action now.
Don't overwhelm them with too much information or too many expectations, and be sure to give them options to increase their sense of ownership of the solution. This can be as simple as inviting them to have some refreshments as you walk around and answer questions. For very complex problems, the action step might be getting together again to review plans. For some of us, persuasive arguments and motivational speaking come naturally. The rest of us may try to avoid speeches and presentations, fearing that our message won't be well received.
But Monroe's Motivated Sequence can help you to improve the quality of your message, and create a call of action that has real impact. It's a straightforward formula for success that's been used time and again. Try it for your next presentation, and you'll no doubt be impressed with the results! This site teaches you the skills you need for a happy and successful career; and this is just one of many tools and resources that you'll find here at Mind Tools.
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