卡耐基演講·二、指出問(wèn)題的關(guān)鍵，直接向聽(tīng)眾提出請(qǐng)求

現(xiàn)在，“獲得行動(dòng)響應(yīng)的講演”舉例的階段，已用去你四分之三以上的時(shí)間。假設(shè)你只講兩分鐘，那你就只剩下20秒鐘來(lái)說(shuō)出你期望聽(tīng)眾采取的行動(dòng)和采取這種行動(dòng)的好處了。講述細(xì)節(jié)的需要沒(méi)有了，做直截了當(dāng)?shù)穆暶鞯臅r(shí)候已經(jīng)到了。這與報(bào)紙消息的技巧相反，你不先說(shuō)標(biāo)題，你先講故事，再以自己的目的或?qū)β?tīng)眾行動(dòng)的請(qǐng)求作為標(biāo)題。這一步通過(guò)以下三條法則來(lái)進(jìn)行：The Example step of your talk to get action has consumed more than three-quarters of your time. Assume you are talking for two minutes. You have about twenty seconds in which to hammer home the desired action you wish the audience to take and the benefit they can expect as a result of doing what you ask. The need for detail is over. The time for forthright, direct assertion has come. It is the reverse of the newspaper technique. Instead of giving the headline first, you give the news story and then you headline it with your Point or appeal for action. This step is governed by three rules: