卡耐基演講·（2）告訴聽眾他們?nèi)绾巫鼍湍塬@得他們想要的結(jié)果

還有一個幾乎不敗的方法，可讓聽眾密切注意，那就是告訴聽眾，如果他們按照你的建議而行，就可以獲得他們想要的結(jié)果。這也有一些例子：An almost unfailing way to get alert attention is to promise to tell your listeners how they can get what they want by doing what you suggest. Following are some illustrations of what I mean:

“我要告訴各位如何防止疲倦，如何讓自己每天多一個小時的清醒時間?！盜 am going to tell you how to prevent fatigue. I am going to tell you how to add one hour a day to your waking life.

“我要告訴各位如何從實質(zhì)上多增加收入?！盜'm going to tell you how you can materially increase your income.

“如果各位聽我講十分鐘，我答應(yīng)各位一定會告訴你們一個讓你們更受歡迎的方法?！盜 promise that, if you will listen to me for ten minutes, I'll tell you one sure way to make yourself more popular.

這種承諾的開場白必定會獲得注意，因為它直接觸及聽眾的自我關(guān)注意識。講演人常常忽略自己的題目與聽眾的興趣之間的聯(lián)系，他們不打開通往聽眾注意的門，卻說些無趣的開場白，去追溯題材的由來，啰嗦地大談背景，忘了自己的主旨。The "promise" type of opener is sure to get attention because it goes straight to the selfinterests of the audience. All too often speakers neglect to tie their topics to the vital interests of their hearers. Instead of opening the door to attention, they slam it shut with dull openings that trace the history of the subject matter or laboriously dwell upon the background necessary to an understanding of the topic.

我記得幾年前聽過一個講演，題目本身對聽眾頗為重要：定期健康檢查的必要性。演講人一開始就無鹽無味地背上一段延年益壽研究所的歷史，沒有以巧妙的開場白來增加自己題材的自然吸引力。于是，聽眾便對他和他的題目意興索然。若依著“承諾”的技巧來建構(gòu)開場白，效果便會大大增強(qiáng)。I remember one talk I heard a few years ago on a topic which, in itself, was important to the audience: the necessity of periodic health examinations. How did the speaker begin his talk? Did he add to the natural attractiveness of his subject by an effective opening? No. He started with a colorless recital of the history of his topic and the audience began to lose interest in him and in his subject. An opening built around the "promise" technique would have been admirably appropriate. For instance:

“根據(jù)統(tǒng)計數(shù)字，你知道你可以活多久嗎？據(jù)保險公司的統(tǒng)計指出，你的平均壽命大概是你目前年齡與80歲之間的2/3。例如，如果你今年是35歲，你目前年齡與80歲之間的差距是45歲，那么，你大概可以活上這個數(shù)目的2/3，也就是說，你最少可活30年……這樣子夠了嗎？不，不，我們都熱烈盼望能多活幾年。然而，這些統(tǒng)計數(shù)字是根據(jù)幾百萬份紀(jì)錄而得出的，我們能不能夠突破這項限制呢？可以的，只要有準(zhǔn)確的預(yù)防，我們就可以辦得到。但第一步就是要進(jìn)行一次徹底的健康檢查……”Do you know how long you are expected to live? Life insurance companies can predict this by means of life expectancy tables which have been compiled from the lives of millions of persons. You can expect to live two-thirds of the time between your present age and eighty... now, is this long enough for you to live? No, no! We are all passionately eager to live longer and we want to prove that this prediction is wrong. But how, you ask, can this be done? How can I extend my life beyond the shockingly small number of years statisticians say remain for me? Well, there is an answer, a possible way this can be done, and I shall tell you how to do this...