Presentation DeliveryPrinciples of

Tips on how to think like a Presenter

John FallonPresentation Skills Consultant

Using the 5 steps of Monroe’s Motivating Sequence

Key Factors…put together a

strong message and deliver in the

right sequence

Step One… Get attention

Story, Humor, Shocking Statistics, or Rhetorical Question

The opening should establish credibility

The opening should state your purpose

The opening should let the audience know what to

expect

Step Two…Establish the Need

Convince the audience there is a problem

2 + 2 = 5

Deliver a set of statements that will establish a need for change

Use statistics to back up your statements

Talk about consequences of status quo and no changes

Show audience how problem affects them

Make the audience

uncomfortable

Step Three… Satisfy the

Need

Introduce your

Discuss facts

Give details

Make the audience understand your position and solution

Clearly state what you want the audience to do or believe

Occasionally summarize your information

Use examples, testimonials, and statistics to prove effectiveness of solution

Prepare counter arguments to anticipated objections

Step Four…Visualize the Future

The more realistic / detailed a vision, the better the created desire to do what you recommend

Motivate the audience to agree with you and adopt similar behavior,

attitudes and beliefs

Make sure your vision is believable and realistic

Three methods to use…

III

Positive method… describe what the situation will resemble if your ideas are adopted

+

Emphasize the positive aspects

Negative method… describe what the situation will resemble if your ideas aren’t adopted

Focus on dangers and difficulties of

not acting

Contrast method… develop the negative picture first, then reveal what could happen if your ideas are used

Step Five…

/ Actualization

Leave the audience with specific things they can do to solve the problem

Don’t overwhelm with too much information or

expectations

Provide options to increase a sense of ownership for the solution

Using Monroe’s Motivating Sequence will improve confidence and persuasion skills

Get the attention of your audience, create a convincing need, define your solution, describe a detailed success / failure, ask audience to do

something immediately

SUCCESS