卡耐基演講·4.使用展示——或者用，或者不用

當(dāng)鋼鐵鍋爐公司的主管們對代銷商講解時，他們需要一個方法，好講清楚燃料應(yīng)該從火爐底部加入，而不是由頂部加入。于是，他們想出了這個簡單卻有力的展示方法。講演人先點(diǎn)上了一支蠟燭，然后他說：When executives of the Iron Fireman firm were talking to dealers, they needed some way of dramatizing the fact that fuel should be fed into a furnace from the bottom rather than from the top. So they hit on this simple but striking demonstration. The speaker lights a candle. Then he says:

“請看這火焰燒得多明亮——它躥得多高。因?yàn)樗械娜剂隙急晦D(zhuǎn)變成熱能了，它并不冒煙。See how clearly the flame burns-how tall it is. Since virtually all the fuel is being converted into heat, it gives off practically no smoke.

“蠟燭的燃料是從底部供應(yīng)的，正如鋼鐵鍋由火爐底部添加燃料。The fuel of the candle is fed in from below, just as the Iron Fireman feeds fuel into a furnace.

“假設(shè)這支蠟燭由頂上供應(yīng)燃料，像手撥的火爐那般。（說到此，講演人將蠟燭上下倒置）Suppose that this candle was fueled from above, as hand-stoked furnaces are. (Here the speaker turns the candle upside down. )

“請注意火焰如何逐漸滅了，聞聞這股煙味，聽它畢畢剝剝作響。瞧瞧這火焰由于不完全的燃燒，變得多紅。最后，由于來自頂上的燃料不足，火焰熄滅了。”Notice how the flame dies down. Smell the smoke. Hear it sputter. See how red the flame is because of incomplete combustion. And finally the flame goes out, as a result of inefficient fueling from above.

幾年前，亨利·摩登·羅賓先生為《你的生活》雜志寫了一篇有趣的文章《律師如何勝訴》。文中描述了一家保險公司的律師亞伯·胡莫。他與對方進(jìn)行一場傷害訴訟時，有效地運(yùn)用了戲劇性的展示表演。原告波士特魏先生說，由于從電梯通道上摔下，肩膀嚴(yán)重受傷，以致無法舉起右臂。Some years ago, Henry Morton Robinson wrote an interesting article on "How Lawyers Win " for Your Life magazine. In it, he describes how a lawyer named Abe Hummer is credited with a telling dramatic demonstration of showmanship while representing an insurance company in a damage suit. The plaintiff, a Mr. Postlethwaite, stated that as a resuh of falling down an elevator shaft his shoulder had been so severely injured that he was unable to raise his right arm.

胡莫顯得極為關(guān)切。Hummer appeared to be gravely concerned.

“現(xiàn)在，波士特魏先生，”他充滿信心地說，“請讓陪審團(tuán)看看，你能把手臂舉得有多高?！辈ㄊ刻匚盒⌒囊硪淼匕咽直叟e到耳邊。“現(xiàn)在再讓我們看看，受傷前，你能把它舉起多高？”胡莫慫恿他?！跋襁@樣高?！痹嬲f著倏地伸直了手臂，高舉過肩。Now Mr. Postlethwaite, he said confidently, "show the, jury how high you can raise your arm." Gingerly, Postlethwaite brought his arm up to ear level "Now show us how high you could raise it before you were injured." urged Hummer. "As high as this." said the plaintiff, shooting his arm at full length over his head.

你一定知道陪審團(tuán)對這番展示會做出什么樣的判斷了。You may draw your own conclusion regarding the reaction of the jury to this demonstration.

在希望獲得互動的較長講演中，可有三個或最多四個要點(diǎn)。它們用不了一分鐘就能說完，但向聽眾照本宣科地講是枯燥而乏味的。有什么東西可使這些論點(diǎn)生動活潑起來呢？那就是你用來支持論點(diǎn)的材料，它讓你的講演火花迸射，情趣橫生。借用事件、比較和展示，可使主要論點(diǎn)清晰地呈現(xiàn)出來；借用統(tǒng)計(jì)數(shù)字和證言，可以有力地說明事實(shí)，并加強(qiáng)主要論點(diǎn)的重要性。In the longer talk to secure action you might make three, or at most, four points. They could be uttered in less than a minute. To recite them to an audience would be dull and boring. What makes these points come alive? It is the support material you use. This is what gives sparkle and interest to your talk. By the use of incidents, comparisons and demonstrations, you make your main ideas clear and vivid; by the use of statistics and testimony you substantiate the truth and emphasize the importance of your main points.