Monroe’s Motivated Sequence is not a new idea. It’s hard to pick up a basic public speaking textbook without finding an explication of it.
So why doesn’t it get used more? I suspect it’s because it isn’t new. But it still works.
For readers who are familiar with it: I want to tell you why you should give it a second look, and tell you where I see people having trouble applying it. For those who haven’t heard of it: I want to tell you about it, and help you avoid common pitfalls.
OK, call it “phone selling.” You probably do it whether you realize it or not. You may not work on commission (or you might), but almost certainly there are times you need to move someone to action via telephone.
That’s where this infographic comes in. I’ve looked it over in detail, and realized it’s really about effective communication. Tada! Few of us (including me) use the phone effectively.
I just came from the grocery store. You see people you know there if you live in a relatively small town. As I was checking out, I saw one of Hannah’s respiratory therapists outside the front of the store. I knocked on the window to get her attention, and she reacted, but didn’t seem sure what the noise was or where it came from.
She then put a cigarette to her lips and pulled a long drag.
This is very human: I tend to assume that if you are a good, intelligent person, and you know what I know about some issue, then you will do what I do. If you don’t do what I do, then it must mean a) you don’t know enough yet to agree, or b) turns out you’re not a good or intelligent person after all.
It’s a very human assumption. It’s just not very useful. Continue reading
In How to Conquer Your Sales Fears, Entrepreneur magazine offers tips intended for business owners that also provide solid help for speakers who fear aspects of the Speech to Persuade. It offers techniques for overcoming five common fears in such situations. While not every technique can be used by a speaker, most can, and the principle behind the technique can almost certainly be applied in some fashion.
Cross-posted at http://blogs.pstcc.edu/dking/2011/11/16/advice-for-business-owners-helps-speakers/
Speech and PR students, listen up: “Website Copy with Benefits: James’ Take” gets at a critical component of persuasion concretely. Unsurprisingly, it gets at audience analysis, in the sense of “understanding your audience, look at it from their point of view.” Go, go, read it all. Please, before your next persuasive speech or copywriting exercise.