Transcript PERSUASIVE SPEAKING Monroe`s motivated Sequence

Chester “Chet” Boyd
offers
(in academic regalia)
THE ALAN MONROE
MOTIVATED
SEQUENCE
PERSUASIVE
SPEECH
ORGANIZATION
PLAN
Alan Monroe’s Motivated Sequence
5 Point Persuasive Speech
• Developed in the 1930’s during his tenure
as professor of speech at Purdue
University
• Tailor made for policy speeches that seek
immediate action
• Sequence has five steps associated with
the psychology of persuasion
What are these 5 parts of the
motivated sequence?
• 1st, you’ve got to get the audience’s
ATTENTION.
• 2nd, you’ve got to describe to your
audience a problem to show that there’s a
NEED for a change in the status quo.
• 3rd, you’ve got to solve the problem so that
SATISFACTION fills the reasoning and
emotional minds of your audience.
The sequence continues.
• 4th, VISUALIZATION becomes paramount
in this sequence, for the audience must
see and feel what the future will bring
them by taking or not taking action on
the speaker’s solution to the need/problem
presented.
• 5th, ACTION now, must be requested with
an air of immediacy by the speaker.
Let’s visualize the 5 persuasive
motivated sequence steps
• Get the AUDIENCE’S ATTENTION!
• Make the audience see and feel A NEED
TO CHANGE OR REMEDY an existing
problem/need.
• GIVE SATISFACTION to your audience by
offering a strong, acceptable solution, that
meets their need.
Continue visualizing for memory!
• VISUALIZE A POSITIVE FUTURE for the
audience by describing your plan/solution
in place or a negative future if you plan is
rejected by them.
• Finally, ask for immediate ACTION! (You
must strike while the iron is hot!)
Let’s get inside these 5 steps.
The Attention/Introduction
Step 1: Getting the ATTENTION
First: Greet the audience. (It’s just good
manners.)
Second: Gain rapport or endear yourself
with your audience by – (Choose one.)
•
making a startling statement
•
telling a humorous or dramatic story
•
asking a rhetorical question
Still inside the Attention Step
More rapport gaining ideas from which
you should choose one.
•
using visual aids
•
creating suspense or arousing curiosity
•
using a topic relevant paraphrase or
quotation
Inside the NEED step
Use audience centered supporting material showing
that the status quo needs to be changed, using a
concise and clear description of a serious problem
that effects them by choosing from the
• Use of credible testimony (quotations, paraphrasing
or authentic relevant stories)
• Use of at least 2 examples illustrating the need or
problem from a personal experience or a reference.
• Use of simplified relevant statistics.
Inside the NEED with supporting
audience centered appeals
Never fail to appeal to folks felt concerns for –
•
their health
•
their security
•
their social standing
•
their happiness, pride, fears, etc.
Such appeals psychologically prepare auditors
to have serious concerns about being truly
satisfied with your solution to the problem
you’ve convinced them exists.
Maslow’s Hierarchy of Needs
Maslow’s Hierarchy of Needs contains
5 levels of human needs often used as a
psychological approach to appealing
persuasively to those needs to persuade
humans to meet the needs of the persuader.
Maslow’s Hierarchy Levels of
Needs
•
•
•
•
•
5th Level: Self Actualization
4th Level: Self Esteem
3rd Level: Social (belonging) /Love
2nd Level: Safety
1st Level: Physiological
As seen in Internet’s Wikipedia
Continuing inside the Satisfaction
Step
Help the audience see your plan/solution by –
• Showing specific examples of how your plan has
worked well elsewhere (if so)
• Showing how the plan is practical and workable
for your audience
Again, appeal to your auditors sense of pride,
fears, health needs, security, and happiness
by using facts and authoritative testimonies.
Usually, diagrams & charts can help you.
Inside the Satisfaction Step
Now, you’ve aroused your auditors sense of
need for a solution to the problem you’ve
persuasively described. Satisfy their need!
Present a plan or solution by—
• telling audience, briefly, the change(s) or
action(s) you want adopted
• Explaining, logically, how the plan will work
to satisfy the need/problem
Inside the VISUALIZATION STEP
• Now, hopefully, if thus far your audience seems
convinced, you are not “off the hook” yet. No!
• Normally, people don’t step into change without
the conviction that something will improve in
their lives or that maintaining the status quo will
head them for a loss.
• So, through vivid imagery, help the auditors see
your plan as placing them in a better place.
• Contrasting vividly the negative and positive
visualizations will be very helpful – negative first,
then, positive last.
Inside the ACTION STEP
• Summarize, briefly, the prior 4 psychological
steps.
• Challenge or appeal to your audience to take
specific actions that you give them to achieve
your proposal.
• Close with a strong relevant quotation or
illustration compelling your auditors to take
immediate action.