The power to lead is the power to communicate
David Sarndoff
There is nothing quite so wonderful as a good idea, there is nothing as tragic as a good idea which cannot be communicated –
Donald Ely
There can never be leadership without communication. Communication is about effecting a change in your audience’s attitude. It is about motivating people to action.
Communication is not about impressing people. I have seen that a lot of communicators just only succeed in impressing their audience. But communication is about influencing people and not about impressing them. Impressing someone changes what he/she thinks about you but influencing someone changes what they do because of you.
Leaders care little about the impression they make instead they strive to influence others to positive action.
TEN SENTENCES CAN CHANGE THE WORLD
The Gettysburg Address is one of the most memorable speeches of American history, delivered by Abraham Lincoln at the scene of the Civil War’s most costly battles. In only ten sentences, Lincoln was able to not only encapsulate the great truths he wanted to convey, but to communicate them powerfully and memorably.
Did you know there was another speaker on the dais that day in Gettysburg? His name was Edward Everett. A senator who was considered the most skilled orator of his time, he traveled around the country addressing audiences. He was the equivalent of today’s professional speaker. Eloquent, he was also long-winded his speech lasted for nearly two hours. Lincoln’s Ten Sentences trumped Everett’s two hours’.
Great leaders are not evaluated on their eloquence, but on their impact.
The question now is how do I communicate with power as a leader? How can my communication have impact on my audience?
In this article, I want to share a principle of communication with you. It is known as the “Ah! I See The Sea” model.
Actually, it is more of a principle than a model. It suggests that there are 5 major negative attitudes you will have to overcome in your audience. And that instead, there are other 5 positive attitudes you will need to create in them.
These positive attitudes are:
A I C D C
Attention Interest Conviction Desire Commitment
To easily remember the AICDC acronym, we use the phrase: Ah! I See The Sea
A I C D C
Ah I See The Sea
5 Positive Attitudes of Communication
1. Attention
2. Interest
3. Conviction
4. Desire
5. Commitment
1. ATTENTION
Whether meeting a person for the first time or getting introduced to a new product, a new idea or concept, people tend to put up a negative attitude of rejection at first. It might be a new concept from a familiar person (A leader introducing a new idea to his team), a new person reaching people from a familiar platform (a sales man marketing a familiar product) or a new concept from an entirely new person (a salesman trying to sell a new product), the first sub-conscious attitude to expect is Rejection: “Who is this?”, “What is he talking about?” What does he want with me?”, “Oh No, not another salesman”. These are some of the hidden concerns in the mind of your audience.
I said earlier that communication is about seeking to effect change. You want to change your audience’s attitude. And wherever change is expected, expect resistance. People want to defend and protect what they already know or possess. So the average person is reacting with rejection inside of him.
But you as a communicator need to get a positive attitude from your audience. What positive attitude? ATTENTION.
The only thing people have less of today, apart from disposable income and time, is attention. An effective communicator must then develop the skill of gaining people’s attention. Did I hear you say how? Here are some tips:
Always endeavor to start your message or speech with a “you” centered statement i.e. be listener-centered. Most likely start your message with a sincere compliment. Don’t start your communication by focusing on yourself. You can start by appreciating the person or audience for granting you the opportunity to speak to them in the first place.
A simple and sincere compliment about a person’s appearance or reputation, a sincere compliment about a congregation’s efforts on a building project, a sincere compliment about a business firm’s performance or market drive will do for a “you” centered entry. But DO NOT flatter. Don’t overdo the listener-centered stuff. Don’t take it to the extreme.
Another listener-centered method is to connect with your audience by saying something in his/her/their local language or dialect. In the same vein, every business organization or corporation has its own local language. Get yourself acquainted with the business culture of your audience.
2. INTEREST
Apart from rejection, your audience is likely to put up INDIFFERENCE. As a good communicator, you have to overcome it and replace it with another positive attitude, which is INTEREST.
It is at this stage that you will need to arouse the interest of your audience. You have to skillfully make him interested in your message or product. The keyword here is NEED, your audience’s need. You will have to link your product with the need of your audience. This is where you ask yourself the question: ‘Why is my message/product important to my audience?’ Until your audience becomes interested in your product/project/message, you cannot convince him to take action.
So, how do you arouse interest? Here are some tips: Make a big claim. You will have to say something that will make your audience say to himself:
“Wow! If that is true, I want to listen to everything he has to say”
But please DO NOT exaggerate. Don’t ever overstate the value of your products. Don’t tell people what they want to hear. Tell them what they NEED to hear. Just make sure you tell them in such a way that they will listen. Be realistic.
3. CONVICTION
Your audience is likely to move from indifference to SKEPTICISM. At this stage, your audience is questioning the authenticity of your claim in his mind. The field here is your audience’s mind. What you need to do at this stage is to give all the facts and figures related to your claim you made.
This stage is important because you are trying to overcome skepticism and gain a positive attitude: CONVICTION. To get your audience interested is not enough, you have to convince him. He has to be convinced that he needs what you have to offer. The way to convince is to be factual and give evidence lavishly.
4. DESIRE
This is the fourth stage. If you’ve succeeded in convincing your audience, then you’ve succeeded in changing his mind. Now the field moves from his mind to his emotion. What if your audience starts saying things like his mind “Well, I think it’s a nice idea, but not right now…”, “may be later.”
By this I mean your audience is exhibiting a negative attitude: PROCRASTINATION. He is convinced quite alright, but he is about to postpone his decision or commitment.
This is the stage that King Agrippa got to when Paul was addressing him, but he never made a decision (Acts 26:28-30). When you notice this in your audience, what do you do?
Create a positive attitude to counter procrastination. Create DESIRE.
Create a desire in him/her/them. Challenge your audience to DREAM about the end result. To convince him you worked on his mind, here you have to work on his emotion. You use words like “just imagine…” Create a dream. Tantalize his imagination. And as you do this, prepare to take him to the next level.
5. COMMITMENT
As you are trying to create a desire in your audience, please know that there is something that is keeping him away from taking action: FEAR. This is the fifth and the last negative attitude you have to deal with in your audience.
How can you help your audience take away fear?
Simple.
Give a call to action. Give a clear invitation for action. Give him hope and take away his fear. You have worked on his mind; you have worked on his emotion now the field moves to his WILL. This is the time to demand for the ultimate positive attitude: COMMITMENT.
It will be a waste to communicate and never ask for action. Scholars of Roman history say that when Cicero spoke, people marveled. When Caesar spoke, people marched. Cicero was impressive. Caesar was influential. What a difference!
Great messages end with a call to action. Todd Beamer, a hero on hijacked flight united 93, September 11 2001 made famous the phrase “Let’s roll”. His action and those of his colleagues may well have saved many lives.
Too many communicate without a clear call to action. Every email, phone call, conversation, speech or message can and probably should conclude with “Let’s do it” indicated: Let’s move forward, take the next step, get involved, play your part etc.
The five stages don’t have to always follow the order as highlighted above, but the ultimate is always COMMITMENT.
I want you to also note that it is not compulsory to push your audience to the level of commitment in a day or in a single contact. Be sensitive. Don’t push your audience. Don’t abuse the opportunity. Make sure by the time you are leaving your audience will be willing to have you around next time.
The “Ah! I See The Sea” Principle works. It works every time. It works everywhere. It works for marketing, advertisement, recruitment, fund raising, counseling, and even preaching.
Try it.
FIVE POSITIVE ATTITUDES GRID
ATTITUDE TO OVERCOME REJECTION INDIFFERENCE SKEPTICISM PROCRASTINATION FEAR
KEYWORD ENTRY NEED SOLUTION DREAM ACTION
HOW TO HANDLE • Be listener-centered
• Sincere compliment
• Speak audience language • Make a big claim
• Be Realistic
• Well - Worded • Facts and Figures
• Related Benefit
• Evidence Just Imagine • Clear Invitation
• Take away Fear
DESIRED ATTITUDE ATTENTION INTEREST CONVICTION DESIRE COMMITMENT
MIND EMOTION WILL
Leadership & Communication: 5 Positive Attitudes in Communication
The power to lead is the power to communicate
David Sarndoff
There is nothing quite so wonderful as a good idea, there is nothing as tragic as a good idea which cannot be communicated –
Donald Ely
There can never be leadership without communication. Communication is about effecting a change in your audience’s attitude. It is about motivating people to action.
Communication is not about impressing people. I have seen that a lot of communicators just only succeed in impressing their audience. But communication is about influencing people and not about impressing them. Impressing someone changes what he/she thinks about you but influencing someone changes what they do because of you.
Leaders care little about the impression they make instead they strive to influence others to positive action.
Great leaders are not evaluated on their eloquence, but on their impact.
The question now is how do I communicate with power as a leader? How can my communication have impact on my audience?
In this article, I want to share a principle of communication with you
5 Positive Attitudes of Communication
6. Attention
7. Interest
8. Conviction
9. Desire
10. Commitment
1. ATTENTION
Whether meeting a person for the first time or getting introduced to a new product, a new idea or concept, people tend to put up a negative attitude of rejection at first. It might be a new concept from a familiar person (A leader introducing a new idea to his team), a new person reaching people from a familiar platform (an itinerant pastor or a new pastor in an old parish) or a new concept from an entirely new person (a salesman trying to sell a new product), the first sub-conscious attitude to expect is Rejection: “Who is this?”, “What is he talking about?” What does he want with me?”, “Oh No, not another missionary”. These are some of the hidden concerns in the mind of your audience.
I said earlier that communication is about seeking to effect change. You want to change your audience’s attitude. And wherever change is expected, expect resistance. People want to defend and protect what they already know or possess. So the average person is reacting with rejection inside of him.
But you as a communicator need to get a positive attitude from your audience. What positive attitude? ATTENTION.
The only thing people have less of today, apart from disposable income and time, is attention. An effective communicator must then develop the skill of gaining people’s attention. Did I hear you say how? Here are some tips:
Always endeavour to start your message or speech with a “you” centered statement i.e. be listener-centered. Most likely start your message with a sincere compliment. Don’t start your communication by focusing on yourself. You can start by appreciating the person or audience for granting you the opportunity to speak to them in the first place.
A simple and sincere compliment about a person’s appearance or reputation, a sincere compliment about a congregation’s efforts on a building project, a sincere compliment about a business firm’s performance or market drive will do for a “you” centered entry. But DO NOT flatter. Don’t overdo the listener-centered stuff. Don’t take it to the extreme.
2. INTEREST
Apart from rejection, your audience is likely to put up INDIFFERENCE. As a good communicator, you have to overcome it and replace it with another positive attitude, which is INTEREST.
It is at this stage that you will need to arouse the interest of your audience. You have to skillfully make him interested in your message or product. The keyword here is NEED, your audience’s need. You will have to link your product with the need of your audience. This is where you ask yourself the question: ‘Why is my message/product important to my audience?’ Until your audience becomes interested in your product/project/message, you cannot convince him to take action.
So, how do you arouse interest? Here are some tips: Make a big claim. You will have to say something that will make your audience say to himself:
“Wow! If that is true, I want to listen to everything he has to say”
But please DO NOT exaggerate. Don’t ever overstate the value of your products. Don’t tell people what they want to hear. Tell them what they NEED to hear. Just make sure you tell them in such a way that they will listen. Be realistic.
3. CONVICTION
Your audience is likely to move from indifference to SKEPTICISM. At this stage, your audience is questioning the authenticity of your claim in his mind. The field here is your audience’s mind. What you need to do at this stage is to give all the facts and figures related to your claim you made.
This stage is important because you are trying to overcome skepticism and gain a positive attitude: CONVICTION. To get your audience interested is not enough, you have to convince him. He has to be convinced that he needs what you have to offer. The way to convince is to be factual and give evidence lavishly.
4. DESIRE
This is the fourth stage. If you’ve succeeded in convincing your audience, then you’ve succeeded in changing his mind. Now the field moves from his mind to his emotion. What if your audience starts saying things like his mind “Well, I think it’s a nice idea, but not right now…”, “may be later
By this I mean your audience is exhibiting a negative attitude: PROCRASTINATION. He is convinced quite alright, but he is about to postpone his decision or commitment.
Create a positive attitude to counter procrastination. Create DESIRE.
Create a desire in him/her/them. Challenge your audience to DREAM about the end result. To convince him you worked on his mind, here you have to work on his emotion. You use words like “just imagine…” Create a dream. Tantalize his imagination. And as you do this, prepare to take him to the next level.
5. COMMITMENT
As you are trying to create a desire in your audience, please know that there is something that is keeping him away from taking action: FEAR. This is the fifth and the last negative attitude you have to deal with in your audience.
How can you help your audience take away fear?
Simple.
Give a call to action. Give a clear invitation for action. Give him hope and take away his fear. You have worked on his mind; you have worked on his emotion now the field moves to his WILL. This is the time to demand for the ultimate positive attitude: COMMITMENT.
It will be a waste to communicate and never ask for action. For pastors, don’t leave that pulpit without giving a call for action.
Scholars of Roman history say that when Cicero spoke, people marveled. When Caesar spoke, people marched. Cicero was impressive. Caesar was influential. What a difference!
The five stages don’t have to always follow the order as highlighted above, but the ultimate is always COMMITMENT.
David Sarndoff
There is nothing quite so wonderful as a good idea, there is nothing as tragic as a good idea which cannot be communicated –
Donald Ely
There can never be leadership without communication. Communication is about effecting a change in your audience’s attitude. It is about motivating people to action.
Communication is not about impressing people. I have seen that a lot of communicators just only succeed in impressing their audience. But communication is about influencing people and not about impressing them. Impressing someone changes what he/she thinks about you but influencing someone changes what they do because of you.
Leaders care little about the impression they make instead they strive to influence others to positive action.
TEN SENTENCES CAN CHANGE THE WORLD
The Gettysburg Address is one of the most memorable speeches of American history, delivered by Abraham Lincoln at the scene of the Civil War’s most costly battles. In only ten sentences, Lincoln was able to not only encapsulate the great truths he wanted to convey, but to communicate them powerfully and memorably.
Did you know there was another speaker on the dais that day in Gettysburg? His name was Edward Everett. A senator who was considered the most skilled orator of his time, he traveled around the country addressing audiences. He was the equivalent of today’s professional speaker. Eloquent, he was also long-winded his speech lasted for nearly two hours. Lincoln’s Ten Sentences trumped Everett’s two hours’.
Great leaders are not evaluated on their eloquence, but on their impact.
The question now is how do I communicate with power as a leader? How can my communication have impact on my audience?
In this article, I want to share a principle of communication with you. It is known as the “Ah! I See The Sea” model.
Actually, it is more of a principle than a model. It suggests that there are 5 major negative attitudes you will have to overcome in your audience. And that instead, there are other 5 positive attitudes you will need to create in them.
These positive attitudes are:
A I C D C
Attention Interest Conviction Desire Commitment
To easily remember the AICDC acronym, we use the phrase: Ah! I See The Sea
A I C D C
Ah I See The Sea
5 Positive Attitudes of Communication
1. Attention
2. Interest
3. Conviction
4. Desire
5. Commitment
1. ATTENTION
Whether meeting a person for the first time or getting introduced to a new product, a new idea or concept, people tend to put up a negative attitude of rejection at first. It might be a new concept from a familiar person (A leader introducing a new idea to his team), a new person reaching people from a familiar platform (a sales man marketing a familiar product) or a new concept from an entirely new person (a salesman trying to sell a new product), the first sub-conscious attitude to expect is Rejection: “Who is this?”, “What is he talking about?” What does he want with me?”, “Oh No, not another salesman”. These are some of the hidden concerns in the mind of your audience.
I said earlier that communication is about seeking to effect change. You want to change your audience’s attitude. And wherever change is expected, expect resistance. People want to defend and protect what they already know or possess. So the average person is reacting with rejection inside of him.
But you as a communicator need to get a positive attitude from your audience. What positive attitude? ATTENTION.
The only thing people have less of today, apart from disposable income and time, is attention. An effective communicator must then develop the skill of gaining people’s attention. Did I hear you say how? Here are some tips:
Always endeavor to start your message or speech with a “you” centered statement i.e. be listener-centered. Most likely start your message with a sincere compliment. Don’t start your communication by focusing on yourself. You can start by appreciating the person or audience for granting you the opportunity to speak to them in the first place.
A simple and sincere compliment about a person’s appearance or reputation, a sincere compliment about a congregation’s efforts on a building project, a sincere compliment about a business firm’s performance or market drive will do for a “you” centered entry. But DO NOT flatter. Don’t overdo the listener-centered stuff. Don’t take it to the extreme.
Another listener-centered method is to connect with your audience by saying something in his/her/their local language or dialect. In the same vein, every business organization or corporation has its own local language. Get yourself acquainted with the business culture of your audience.
2. INTEREST
Apart from rejection, your audience is likely to put up INDIFFERENCE. As a good communicator, you have to overcome it and replace it with another positive attitude, which is INTEREST.
It is at this stage that you will need to arouse the interest of your audience. You have to skillfully make him interested in your message or product. The keyword here is NEED, your audience’s need. You will have to link your product with the need of your audience. This is where you ask yourself the question: ‘Why is my message/product important to my audience?’ Until your audience becomes interested in your product/project/message, you cannot convince him to take action.
So, how do you arouse interest? Here are some tips: Make a big claim. You will have to say something that will make your audience say to himself:
“Wow! If that is true, I want to listen to everything he has to say”
But please DO NOT exaggerate. Don’t ever overstate the value of your products. Don’t tell people what they want to hear. Tell them what they NEED to hear. Just make sure you tell them in such a way that they will listen. Be realistic.
3. CONVICTION
Your audience is likely to move from indifference to SKEPTICISM. At this stage, your audience is questioning the authenticity of your claim in his mind. The field here is your audience’s mind. What you need to do at this stage is to give all the facts and figures related to your claim you made.
This stage is important because you are trying to overcome skepticism and gain a positive attitude: CONVICTION. To get your audience interested is not enough, you have to convince him. He has to be convinced that he needs what you have to offer. The way to convince is to be factual and give evidence lavishly.
4. DESIRE
This is the fourth stage. If you’ve succeeded in convincing your audience, then you’ve succeeded in changing his mind. Now the field moves from his mind to his emotion. What if your audience starts saying things like his mind “Well, I think it’s a nice idea, but not right now…”, “may be later.”
By this I mean your audience is exhibiting a negative attitude: PROCRASTINATION. He is convinced quite alright, but he is about to postpone his decision or commitment.
This is the stage that King Agrippa got to when Paul was addressing him, but he never made a decision (Acts 26:28-30). When you notice this in your audience, what do you do?
Create a positive attitude to counter procrastination. Create DESIRE.
Create a desire in him/her/them. Challenge your audience to DREAM about the end result. To convince him you worked on his mind, here you have to work on his emotion. You use words like “just imagine…” Create a dream. Tantalize his imagination. And as you do this, prepare to take him to the next level.
5. COMMITMENT
As you are trying to create a desire in your audience, please know that there is something that is keeping him away from taking action: FEAR. This is the fifth and the last negative attitude you have to deal with in your audience.
How can you help your audience take away fear?
Simple.
Give a call to action. Give a clear invitation for action. Give him hope and take away his fear. You have worked on his mind; you have worked on his emotion now the field moves to his WILL. This is the time to demand for the ultimate positive attitude: COMMITMENT.
It will be a waste to communicate and never ask for action. Scholars of Roman history say that when Cicero spoke, people marveled. When Caesar spoke, people marched. Cicero was impressive. Caesar was influential. What a difference!
Great messages end with a call to action. Todd Beamer, a hero on hijacked flight united 93, September 11 2001 made famous the phrase “Let’s roll”. His action and those of his colleagues may well have saved many lives.
Too many communicate without a clear call to action. Every email, phone call, conversation, speech or message can and probably should conclude with “Let’s do it” indicated: Let’s move forward, take the next step, get involved, play your part etc.
The five stages don’t have to always follow the order as highlighted above, but the ultimate is always COMMITMENT.
I want you to also note that it is not compulsory to push your audience to the level of commitment in a day or in a single contact. Be sensitive. Don’t push your audience. Don’t abuse the opportunity. Make sure by the time you are leaving your audience will be willing to have you around next time.
The “Ah! I See The Sea” Principle works. It works every time. It works everywhere. It works for marketing, advertisement, recruitment, fund raising, counseling, and even preaching.
Try it.
FIVE POSITIVE ATTITUDES GRID
ATTITUDE TO OVERCOME REJECTION INDIFFERENCE SKEPTICISM PROCRASTINATION FEAR
KEYWORD ENTRY NEED SOLUTION DREAM ACTION
HOW TO HANDLE • Be listener-centered
• Sincere compliment
• Speak audience language • Make a big claim
• Be Realistic
• Well - Worded • Facts and Figures
• Related Benefit
• Evidence Just Imagine • Clear Invitation
• Take away Fear
DESIRED ATTITUDE ATTENTION INTEREST CONVICTION DESIRE COMMITMENT
MIND EMOTION WILL
Leadership & Communication: 5 Positive Attitudes in Communication
The power to lead is the power to communicate
David Sarndoff
There is nothing quite so wonderful as a good idea, there is nothing as tragic as a good idea which cannot be communicated –
Donald Ely
There can never be leadership without communication. Communication is about effecting a change in your audience’s attitude. It is about motivating people to action.
Communication is not about impressing people. I have seen that a lot of communicators just only succeed in impressing their audience. But communication is about influencing people and not about impressing them. Impressing someone changes what he/she thinks about you but influencing someone changes what they do because of you.
Leaders care little about the impression they make instead they strive to influence others to positive action.
Great leaders are not evaluated on their eloquence, but on their impact.
The question now is how do I communicate with power as a leader? How can my communication have impact on my audience?
In this article, I want to share a principle of communication with you
5 Positive Attitudes of Communication
6. Attention
7. Interest
8. Conviction
9. Desire
10. Commitment
1. ATTENTION
Whether meeting a person for the first time or getting introduced to a new product, a new idea or concept, people tend to put up a negative attitude of rejection at first. It might be a new concept from a familiar person (A leader introducing a new idea to his team), a new person reaching people from a familiar platform (an itinerant pastor or a new pastor in an old parish) or a new concept from an entirely new person (a salesman trying to sell a new product), the first sub-conscious attitude to expect is Rejection: “Who is this?”, “What is he talking about?” What does he want with me?”, “Oh No, not another missionary”. These are some of the hidden concerns in the mind of your audience.
I said earlier that communication is about seeking to effect change. You want to change your audience’s attitude. And wherever change is expected, expect resistance. People want to defend and protect what they already know or possess. So the average person is reacting with rejection inside of him.
But you as a communicator need to get a positive attitude from your audience. What positive attitude? ATTENTION.
The only thing people have less of today, apart from disposable income and time, is attention. An effective communicator must then develop the skill of gaining people’s attention. Did I hear you say how? Here are some tips:
Always endeavour to start your message or speech with a “you” centered statement i.e. be listener-centered. Most likely start your message with a sincere compliment. Don’t start your communication by focusing on yourself. You can start by appreciating the person or audience for granting you the opportunity to speak to them in the first place.
A simple and sincere compliment about a person’s appearance or reputation, a sincere compliment about a congregation’s efforts on a building project, a sincere compliment about a business firm’s performance or market drive will do for a “you” centered entry. But DO NOT flatter. Don’t overdo the listener-centered stuff. Don’t take it to the extreme.
2. INTEREST
Apart from rejection, your audience is likely to put up INDIFFERENCE. As a good communicator, you have to overcome it and replace it with another positive attitude, which is INTEREST.
It is at this stage that you will need to arouse the interest of your audience. You have to skillfully make him interested in your message or product. The keyword here is NEED, your audience’s need. You will have to link your product with the need of your audience. This is where you ask yourself the question: ‘Why is my message/product important to my audience?’ Until your audience becomes interested in your product/project/message, you cannot convince him to take action.
So, how do you arouse interest? Here are some tips: Make a big claim. You will have to say something that will make your audience say to himself:
“Wow! If that is true, I want to listen to everything he has to say”
But please DO NOT exaggerate. Don’t ever overstate the value of your products. Don’t tell people what they want to hear. Tell them what they NEED to hear. Just make sure you tell them in such a way that they will listen. Be realistic.
3. CONVICTION
Your audience is likely to move from indifference to SKEPTICISM. At this stage, your audience is questioning the authenticity of your claim in his mind. The field here is your audience’s mind. What you need to do at this stage is to give all the facts and figures related to your claim you made.
This stage is important because you are trying to overcome skepticism and gain a positive attitude: CONVICTION. To get your audience interested is not enough, you have to convince him. He has to be convinced that he needs what you have to offer. The way to convince is to be factual and give evidence lavishly.
4. DESIRE
This is the fourth stage. If you’ve succeeded in convincing your audience, then you’ve succeeded in changing his mind. Now the field moves from his mind to his emotion. What if your audience starts saying things like his mind “Well, I think it’s a nice idea, but not right now…”, “may be later
By this I mean your audience is exhibiting a negative attitude: PROCRASTINATION. He is convinced quite alright, but he is about to postpone his decision or commitment.
Create a positive attitude to counter procrastination. Create DESIRE.
Create a desire in him/her/them. Challenge your audience to DREAM about the end result. To convince him you worked on his mind, here you have to work on his emotion. You use words like “just imagine…” Create a dream. Tantalize his imagination. And as you do this, prepare to take him to the next level.
5. COMMITMENT
As you are trying to create a desire in your audience, please know that there is something that is keeping him away from taking action: FEAR. This is the fifth and the last negative attitude you have to deal with in your audience.
How can you help your audience take away fear?
Simple.
Give a call to action. Give a clear invitation for action. Give him hope and take away his fear. You have worked on his mind; you have worked on his emotion now the field moves to his WILL. This is the time to demand for the ultimate positive attitude: COMMITMENT.
It will be a waste to communicate and never ask for action. For pastors, don’t leave that pulpit without giving a call for action.
Scholars of Roman history say that when Cicero spoke, people marveled. When Caesar spoke, people marched. Cicero was impressive. Caesar was influential. What a difference!
The five stages don’t have to always follow the order as highlighted above, but the ultimate is always COMMITMENT.
Article Source: http://www.leadershiparticles.net
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