Monroe’s Motivated Sequence In A Nutshell

Monroe’s motivated sequence was created by American psychologist Alan Monroe, who had an interest in persuasive speech delivery.Monroe’s motivated sequence uses the psychology of persuasion to develop an outline for delivering speeches.

Understanding Monroe’s motivated sequence

Persuasive public speaking skills are important in business. Persuasion can create cohesion within a group around a specific goal or vision. Persuasion can also be used to motivate and encourage team members to hit important deadlines.

Some of these greatest persuasive speakers include Steve Jobs, Martin Luther King, Winston Churchill, and Barack Obama. Many believe that these individuals were simply born with the tools required to become effective public speakers.

However, this is not entirely true. Monroe discovered that these skills can be learned by following a simple methodology. 

The five steps of Monroe’s motivated sequence

To assist in crafting a compelling and persuasive speech, Monroe advocated following these five steps:

1 – Grab attention

First and foremost, grab the attention of the audience by telling a joke or asking a rhetorical question. This step is crucial. Depending on the quality of the introduction, people will decide whether your speech is worth their attention. 

Primarily, this is achieved through trust and authority. Show the audience why the topic is relevant to them and give the speech credibility with supporting data, videos, charts, or images.

2 – Define the need

Use this second step to help the audience understand that there is a problem or challenge that needs addressing. Explain the consequences of the problem not being solved in a way that is relevant to them.

Relevancy can be emphasized by using practical, real-world examples. Again, each should be supported by appropriate facts or data.

3 – Satisfy the need

Now it is appropriate to let the audience know that you can satisfy their needs. It’s important to elaborate on the solution in terms that are easily understood. To ensure that the audience is on the same page, it can be useful to repeat the main concepts periodically.

4 – Visualize the solution

How will the speech prepare the audience for taking action to satisfy their need? Without coming across the wrong way, the speaker should clarify what the future will entail if the solution is not enacted.

Conversely, the benefits of enacting the solution should also be highlighted to contrast both choices.

5 – Call to action

In the final step, the speaker must tell the audience what they want them to do. In some cases, the plan of action may simply be to do nothing or refrain from certain actions.

The audience must feel they are a part of the solution. Provide several courses of action and allow them to choose. This increases a sense of empowerment as each individual feels in control of their destiny.

Lastly, the speaker should conclude with a powerful closing remark that ties the speech together. Some will also opt to take questions from the audience at this point.

Key takeaways

  • Monroe’s motivated sequence is an outline for delivering effective speeches using the power of persuasion.
  • Monroe’s motivated sequence can be used in business to motivate employees to work toward a shared vision or meet important deadlines.
  • Monroe’s motivated sequence provides five steps for delivering a persuasive speech. Importantly, the skill of persuasive public speaking can be learned.

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Gennaro Cuofano

Gennaro is the creator of FourWeekMBA which reached over a million business students, executives, and aspiring entrepreneurs in 2020 alone | He is also Head of Business Development for a high-tech startup, which he helped grow at double-digit rate | Gennaro earned an International MBA with emphasis on Corporate Finance and Business Strategy | Visit The FourWeekMBA BizSchool | Or Get The FourWeekMBA Flagship Book "100+ Business Models"