8 Step Model: Persuasive Speech Worksheet
Topic:
Persuade students to do well in Public Speaking class
Name:
Time of Class:
Part 1: Audience Analysis
Step 1: Clarify the compliance (attitude, belief, understanding, behavior, action, etc.) you desire from
your audience. Write a specific statement on what you want, when you want it, and why you want it.
What:
When:
Why:
Evaluate the audience’s general predisposition toward complying with what you want. Using figure 1,
analyze the audience predisposition regarding your persuasive intent. Determine if you need to revise
Step 1 once you evaluate audience predisposition.
Hostility
Defuse or Neutralize
Strong Disagreement
Defuse or Neutralize
Mild Disagreement
Convert
On the Fence
Shape - Compliance Attempt
Mild Agreement
Shape - Compliance Attempt
Strong Agreement
Activate - Compliance Attempt
Committed
Inoculate - Compliance Attempt
Figure 1. Taken in part from Simons, H.W. (1986). Persuasion:
understanding, practice, and analysis. New York: Random House.
Step 2: Consider what is important to your audience in general. This could be an important thing in
general, or something specifically related to what you want them to comply. List the most important
things you believe are important to your audience.
First:
Second:
Third:
Step 3: Identify and rank concerns, question and objections the audience has regarding what you have
stated in Step 1. Rank order these from least important to most important. You might have a lot of
these, but select the top four.
Least:
Most:
Copyright  1996–2015 PSSI. All rights reserved.
Gain.doc – Rev. 500
Page 1
8 Step Model: Persuasive Speech Worksheet
Topic:
Persuade students to do well in Public Speaking class
Name:
Time of Class:
Part 2: Persuasive Speech Outline
Step 4: Introduction
In your introduction, state what is important to your audience. Keeping in mind what is important to
your audience (Step 2) clearly tell your audience what they will gain from compliance? Write a short
statement on what the audience will gain. This message will be part of your opening statement during
your presentation.
Also in your introduction, state the specific compliance needed. With steps 1-5 in mind, what can you
realistically expect as an outcome of this persuasive attempt? Write a brief outcome statement that
includes the value of compliance.
Write out your introduction: (Use full sentences.)
Step 5: Speech Outline
Your main points should be the audience’s concerns, questions and objections.
Rank the evidence to be presented. These are going to be the basis of your major points: take the
concerns, questions, and objections from Step 3 and rank them from weakest to strongest.
1.
Major point related to
weakest
concern/question/objection:
Note: Use supporting material to address each concern, question, and objection, such as experience,
data, a story, visual aid, humor, evidence, expert testimony, etc. Question to ask yourself, “What is the
best supporting material for this audience?”
2. Major point related to
concern/question/objection:
3. Major point related to
concern/question/objection:
4. Major point related to
concern/question/objection:
5.
Major point related to
Copyright  1996–2015 PSSI. All rights reserved.
Gain.doc – Rev. 500
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8 Step Model: Persuasive Speech Worksheet
Topic:
Persuade students to do well in Public Speaking class
Name:
Time of Class:
concern/question/objection:
6.
Major point related to
strongest
concern/question/objection:
Step 6: Identify the implied and or actual compliance strategies used. Note: variety and pro-social are
preferred.
Compliance gaining strategy:
Compliance Gaining Strategies
strategy
pro-social
promise
+expertise
friendliness
pre-giving
+ morality
+ self-feeling
+ esteem by others
+ social role
+ altruism
strategy
anti-social
threat
- expertise
- consequences
- morality
- self-feeling
- esteem by others
- social role
- debt
In the example above, friendliness, promise, +expertise, +self-feeling
was used
general illustration
“if you do this, I guarantee this...”
“from my experience you will see these benefits....”
smiling. being friendly, open, likeable.
“we would like to provide this free copy….”
“this is the right thing to do.”
“this is something you will really enjoy doing.”
“doing this will make you look good to….”
“good fathers....” “high performing students…”
“i really need your help, can you do this for me?”
general illustration
“your…is on the line here.”
“I know from experience that if you don’t do this you will face…”
“until you begin taking better care of yourself…”
“it is unethical for you not to do this.”
“not doing this will make you unhappy.”
“…is not going to think well of you if you can’t do this.”
“it would be irresponsible for you as a manager not to do this.”
“you owe me on this.”
Figure 2. Marwell and Schmitt (1967) originated this line of research. The above is adapted from Pfau, M., Parrott, R., Birk, T., & Coker, R.
(1987). Relational communication, satisfaction, compliance-gaining strategies, and compliance in communication between physicians and
patients. Communication Monographs, 54, 307-324.
Step 7: Conclusion
Somewhere in your conclusion, agree on the next steps. What next steps are required by the audience
to demonstrate compliance?
Step 8: QA
Open up the floor to questions. Listen, repeat or rephrase, answer, move on.
Copyright  1996–2015 PSSI. All rights reserved.
Gain.doc – Rev. 500
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8 Step Model: Persuasive Speech Worksheet
Topic:
Persuade students to do well in Public Speaking class
Name:
Time of Class:
Evidence
Use at least two supporting pieces of evidence. This must be credible and a primary source.
1.
Evidence:
Credibility statement?
How is this a primary source?
Citation (not an internet address):
2.
Evidence:
Credibility statement?
Why is this a primary source?
Citation (not an internet address):
Interview and Survey
Use the information from one interview and/or survey in your speech.
If you are doing a survey, include the completed surveys.
Checklist










I have completed the 8 Step Model: Persuasive Speech Worksheet
I have used complete sentences in the Worksheet
I have at least three and no more than 6 main points
I have at least one visual
I have at least two primary source credible references used as supporting evidence
I have at least one story to illustrate one of my main points, or to gain attention or to close the speech
If I have a PowerPoint/keynote I emailed to Ray the day before the speech
This worksheet is stapled, and I have a copy to hand to Ray before I give my speech
I have at least one survey and/or one interview
If I am using a survey, I have included the results with this outline. (Completed surveys of at least 10
people.)
 If I am using an interview, I have included the details of that interview. (Name, date, interview questions,
answers, etc.)
Copyright  1996–2015 PSSI. All rights reserved.
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