卡耐基演講·二、指出問題的關(guān)鍵，直接向聽眾提出請求

現(xiàn)在，“獲得行動響應(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秒鐘來說出你期望聽眾采取的行動和采取這種行動的好處了。講述細(xì)節(jié)的需要沒有了，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，你不先說標(biāo)題，你先講故事，再以自己的目的或?qū)β牨娦袆拥恼埱笞鳛闃?biāo)題。這一步通過以下三條法則來進(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: