Elevarse Performance Consulting

In the modern workplace, emerging technology has made it easier to stay in contact, but it demands we become far more effective at crafting our messages. A common mistake aspiring leaders make is confusing informing with persuading.

If your goal is simply to update a team, a direct summary works wonders. But what if you need to change behavior, navigate a crisis, or sell a complex idea? Merely stating facts won’t work.

The Framework for Influence To drive action, Darden experts recommend a classic framework known as the “Motivated Sequence”. Whether you are pitching a client or rallying a department, structuring your message through these five steps ensures you address the audience’s psychological needs:

1. Attention: Don’t just start talking. Capture interest by immediately presenting the benefit of your proposed action.
2. Need: Prove the problem exists. Outline the specific scope and urgency—show them why the status quo is dangerous.
3. Satisfaction: This is your solution. Demonstrate exactly how your proposal eliminates the problem and address potential objections upfront.
4. Visualization: Help them see the future. Contrast the negative impact of inaction with the positive benefits of following your advice.
5. Action: This is the step most persuasive messages neglect. Be firm and explicit. Don’t assume they intuitively know what needs to be done—tell them exactly what steps to take.

The Bottom Line Effective strategic communication isn’t just about speaking clearly; it’s about understanding your audience’s perspective—their norms, values, and expectations.

Next Step: Review your next pitch deck. Does it end with a vague idea or a concrete call to action? If you want results, stop implying and start asking.

#ChangeManagement #Influence #BusinessStrategy #PublicSpeaking #OrganizationalCulture