changingminds.org

How we change what others think, feel, believe and do

 

Disciplines

 

Techniques

 

Principles

 

Explanations

 

Theories

 

 

Home

 

Blog!

 

Quotes

 

Guest articles

 

Analysis

 

Books

 

Help us

 

Links

 

 

Please help
and share:

 

Monroe's Motivated Sequence

 

Techniques General persuasion > Monroe's Motivated Sequence

Attention | Need | Satisfaction | Visualization | Action | See also

 

This is a simple sequence of steps for persuading that John Monroe developed in the 1930s and which was based on John Dewey's original work.

Attention

A simple attention grabber is their name. You can also demonstrate emotion ('Oh no!') or physically grab them (if it is socially valid). Longer attention grabbers include jokes and dramatic stories.

Attention can be very brief, so once you have it, you need to move on quickly. Attention-grabbing should also move them towards interest. If you annoy them, then you will have your work cut out to recover the situation.

Need

The next step is to trigger a need that the listener has. There are many of these, although the CIN Needs Model helps simplify this. A stimulated need leads to the person seeking a solution.

Satisfaction

This is not about creating satisfaction, but proposing a way in which satisfaction may be gained by meeting the need that you have just stimulated.

Visualization

Now that you have proposed a solution, the next step is to move the listener to see it as the right answer for them to meet their need. Help them visualize the solution in place, such that it is complete and successful. If it involves them doing something, get them to see themselves in action.

Action

Finally, you need to prompt the person into action, implementing the solution that you both now know is the right thing to do.

See also

AIDA

More Kindle books:

And the big
paperback book


Add/share/save:


 

 


Save the rain


 

 


SalesProCentral

 

Contact Caveat About Students Webmasters Awards Guestbook Feedback Sitemap Changes

 

 

Quick links

Disciplines

* Argument

Brand management

* Change Management

Coaching
+
Communication

Counseling

Game Design

+ Human Resources

+ Job-finding

* Leadership

Marketing

Politics

+ Propaganda

+ Rhetoric

* Negotiation

* Psychoanalysis

* Sales

Sociology

+ Storytelling

+ Teaching

Warfare

Workplace design

 

Techniques

+ Assertiveness

* Body language

* Change techniques

* Closing techniques

+ Conversation

Confidence tricks

* Conversion

* Creative techniques

* General techniques

+ Happiness

+ Hypnotism

+ Interrogation

* Language

+ Listening

* Negotiation tactics

* Objection handling

+ Propaganda

* Problem-solving

* Public speaking

+ Questioning

Using repetition

* Resisting persuasion

+ Self-development

Sequential requests

Stress Management

* Tipping

Using humor

* Willpower

Principles

+ Principles

Explanations

* Behaviors

+ Beliefs

Brain stuff

Conditioning

+ Coping Mechanisms

+ Critical Theory

+ Culture

Decisions

* Emotions

Evolution

Gender

+ Games

Groups

+ Identity

+ Learning

Meaning

Memory

Motivation

+ Models

* Needs

+ Personality

+ Power

* Preferences

+ Research

Relationships

+ SIFT Model

+ Social Research

Stress

+ Trust

+ Values

Theories

* Alphabetic list

* Theory types

 


  Changing Minds 2002-2013

  Massive Content -- Maximum Speed

TOP