Company Officer TrainingPersuasive Communications

IntroductionCommunication is a necessary skill for every

fire officerEmergency and non-emergency

communications require skill and practiceIt is essential when dealing with subordinates,

supervisors, and the publicPersuasion is one of the most powerful

communications tools available to the fire officer

Crisis“When written in Chinese, the word ‘crisis’ is

composed of two characters. One represents danger and the other represents opportunity.”

John F. Kennedy

PersuasionProcess aimed at changing

a person's attitude or behavior toward some idea, object, or other person, by using written or spoken words to convey information, feelings, or reasoning.

Motivated Sequence PatternAlan Monroe

Speech professor at Purdue University in the 1930s and founder of the College of Communication there

Created an organizational pattern for communications in order to most effectively persuade a listener

Motivated Sequence PatternFive step sequence

AttentionNeedSatisfactionVisualizationAction

AttentionGet the attention of the listenerAttracts the listener to what you are about to

sayUse of media

Sound or movie clipPicture

Use of an anecdote, quote, or overhead question

Facts or statisticsUsed to draw the listener in

NeedDefines the problem or situationShows how the listener is affected by the

problemIllustrates the need for a changeUse examples or statistics to illustrate that

the problem exists

SatisfactionOutlines the solution to the problemShows how the solution will actually solve the

problemExplains how the solution was reached

How the solution worked in other similar situations

Allow listener to voice any concerns or questions

VisualizationShow how the solution will benefit the listenerAllow listener to visualize what their situation

would be when the solution addressed the problem

ActionTells the listener what they must do to solve

the problemShows that the solution must be implemented

right nowMake sure that the action steps is contained

in a clear, concise timeline that concludes with a positive outcome

SummaryThe Motivated Sequence Pattern can be used

for any audience – large or smallCan be used to address any issueProvides for a logical sequence for discussion.