卡耐基演講·1.確使緣由與事例相關

當眾講話的動機本書已經闡述了很多了。這是個很大的題目，對于要勸服采取行動的人很有用處。在“獲得行動響應的簡短講演”中，你該做的，是用一兩句話在演講高潮的時機把好處說出來，然后坐下。不過，有一點很重要，就是你所強調的好處應該是從你所舉的事例中引出的。如果敘述自己買舊車省錢的經驗，然后又力勸聽眾買二手貨，那么切不可偏離事例，而告訴聽眾說有些舊車的樣式比最新的汽車好。Much has been written about motivation in public speaking. It is a vast subject and a useful one for anyone engaged in persuading others to act. In the short talk to get action, on which we are centering our attention in this chapter, all you can hope to do is highlight the benefit in a sentence or two and then sit down. It is most important, however, that you focus upon the benefit that was brought out in the Example step. If you tell of your experience in saving money by buying a used car, and urge your listeners to buy a secondhand car, you must emphasize in your reason that they, too, may enjoy the economical advantages of buying secondhand. You should not deviate from the example by giving as your reason the fact that some used cars have better styling than the latest models.