The Motivated Sequence 1. Attention Step a. Purpose: To overcome listener apathy and direct attention to the subject by exciting listener interest, gaining respect, and achieving goodwill. b. Techniques: The manner or style by which you introduce a persuasive speech determines the way in which the audience responds, so show some ingenuity and creativity by using startling statements, questions, illustrations, anecdotes, background material, or reference to the subject and occasion. 2. Need Step a. Purpose: To describe the problem so that the listeners feel personally concerned about it. b. Techniques: • Statement of Need – Point out what is wrong, how bad it is, and its threat to the continuance of present good conditions. • Illustration – Tell one or more incidents to illustrate the need. • Ramifications – Employ as many additional facts, examples, and quotations as are required to make the need convincing and impressive. • Relevance – Show its importance to the individuals in your audience.
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