卡耐基演講·四、呼吁行動

我順道訪問過工業(yè)家兼人道主義者喬治·?！ふ采?，并與他聊了幾分鐘。他是大安迪柯—詹森公司的總裁。不過使我更感興趣的是，他是個能讓聽眾笑、有時也能讓他們哭，并總能對他的話牢記不忘的演講家。I dropped in to talk a few minutes one day with George F. Johnson, the industrialist and humanitarian. He was President of the great Endicott-Johnson Corporation at the time. More interesting to me, though, was the knowledge that he was a speaker who could make his hearers laugh, and sometimes cry, and often remember for a long time what he said.

他沒有私人辦公室，他只有寬大、忙碌的工廠里的一個小角落，而他的神態(tài)更是有如老木桌一般，誠懇而不虛偽。He didn't have a private office. He had a comer of a big, busy factory, and his manner was as unpretentious as his old wooden desk.

“你來得正好，”他站起來迎著我說，“我有件特別的差事要做呢！我已簡單地記下今晚對工人講話的結(jié)尾。”You've come at a good time. he said as he stood up to greet me. "I've just got a job out of the way. I've jotted down what I want to say at the end of a talk I'm going to give to the workers tonight."

“把腦子里的講演從頭至尾理出頭緒來，真叫人大大舒一口氣呢。”我說。It's always a relief to get a talk shipshape in your mind from beginning to end. I told him.

“噢，它們還沒有完全在腦子里成形，”他說，“還只是籠統(tǒng)的概念和我想用來作結(jié)的特殊方式?！監(jiān)h, I haven't got it all in mind yet. he said. " Just the general idea and the specific way I want to finish it."

他不是職業(yè)演講家，從未考慮過用什么鏗鏘有力的言語或精致的詞句。不過，他倒是從經(jīng)驗(yàn)中學(xué)到了成功溝通的秘訣之一。他知道若要講得好，必須有個好結(jié)尾。他了解要想讓聽眾印象鮮明，必須使演講的內(nèi)容合情合理地推進(jìn)，最后得出結(jié)論。He was not a professional speaker. He never went in for ringing words or fine phrases. From experience, however, he had learned one of the secrets of successful communication. He knew that if a talk is to go over well, it has to have a good ending. He realized that the conclusion of a talk is the part toward which all that precedes it must reasonably move if an audience is to be impressed.

結(jié)尾真是一場演講中最具戰(zhàn)略意義的部分。當(dāng)一個演講者退席后，他最后所說的幾句話，會在聽眾的耳邊回響——這些話將被保持最長久的記憶。不過，一般初學(xué)演講的人，很少會注意到這件事實(shí)的重要性。他們的結(jié)尾經(jīng)常令人感到失望。The close is really the most strategic point in a talk, what one says last, the final words left ringing in the ears when one ceases-these are likely to be remembered longest. Unlike Mr. Johnson, beginners seldom appreciate the importance of this; their endings often leave much to be desired.

他們最常犯的錯誤是什么呢？讓我們來研究一下，找出補(bǔ)救的方法。What are their most common errors? Let us discuss a few and search for remedies.