Don't
raise your voice, improve your argument. – Desmond Tutu
[Address
at the Nelson Mandela Foundation in Houghton, Johannesburg, South Africa,
23 November 2004]
You
cannot reason people out of a position that they did not reason themselves
into. ― Ben Goldacre, Bad Science
People
almost invariably arrive at their beliefs not on the basis of proof but on the
basis of what they find attractive. ― Blaise Pascal, De l'art de persuader
The belief that you can’t change other people is not only disempowering,
it is scientifically false. – Michelle Gielan and Shawn Anchor
Over the last couple weeks, Terri’s Tuesday Tip of
the Week has been discussing how Thomas Jefferson was a very persuasive
individual because he had passion, skill and vision.
Some individuals are natural persuaders and others
are not. Alan H. Monroe created a
process in the mid-1930s that is often discussed in sales courses and used to
develop persuasive speeches. The five
steps and a description are listed below:
Attention – Grab the audience’s
attention by stating a quotation, shocking example or a unique statistic.
Need – Show the audience that they have a need that they
may not realize they have, which will motivate them to action.
Satisfaction – Provide a specific solution
that can be implemented to solve the problem.
Visualization – Describe specifically
(provide visual and detailed explanation) what will happen if the audience does
or does not implement the solution.
Action – Explain what action the
audience can do to solve the problem.
A great example of Monroe’s Motivation Sequence is shown
in Snuggie commercials. Here is an
example: https://www.youtube.com/watch?v=EEJgy4_3ZYA.
CHALLENGE: Implement
Monroe’s Motivated Sequence in your daily interactions.
Resources:
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