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Monroe’s Motivated Sequence

Monroe’s Motivated Sequence. Attention Step “I want to talk to you.”. Gain favorable attention Do not preview solution Techniques: Story, rhetorical question, startling statement, quote, etc. Need Step “ We have a problem.”. Create cognitive dissonance Pattern of development:

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Monroe’s Motivated Sequence

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  1. Monroe’s Motivated Sequence

  2. Attention Step“I want to talk to you.” • Gain favorable attention • Do not preview solution • Techniques: Story, rhetorical question, startling statement, quote, etc.

  3. Need Step“We have a problem.” • Create cognitive dissonance • Pattern of development: • Need Statement • Illustration • Ramification • Pointing

  4. Satisfaction Step“I have the right solution.” • Provide solution • Pattern of development: • Satisfaction Statement • Explanation • Theoretical Demonstration • Practical Experience • Meeting Objections

  5. Visualization Step“See my solution working.” • Motivate audience • Create a scenario • Techniques: • Positive Method • Negative Method • Method of Contrast

  6. Action Step“This is what I want you to do.” • Give audience desired action • Techniques: • Challenge or Appeal • Summary • Quotation • Personal Intention • Illustration • Specific information needed to take action

  7. Considerations • Where does the burden of your speech lie? • Is the action the same as the satisfaction? • Does the solution satisfy the need? • Am I giving a “do-able” action?

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