商務(wù)英語(yǔ)播客 第49課:滿足需求,形象化和行動(dòng)

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https://online2.tingclass.net/lesson/shi0529/0008/8462/49.mp3

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In the first two ESL lessons (BEP 59 & BEP 60) in this three-part series on persuasion, we saw how getting your audience’s attention and demonstrating a clear need were essential to the persuasive process. We learned that in the indirect method of persuasion you should demonstrate the problem before you offer a solution. This mirrors the psychological process of decision-making: First we feel a need, and then we look for a way to satisfy that need.

在前兩節(jié)課關(guān)于說(shuō)服的課程中，我們學(xué)了如何吸引聽(tīng)眾的注意力以及在論證需要對(duì)說(shuō)服別人的必要性。我們學(xué)習(xí)了在提供方案前要用間接的方法來(lái)證明問(wèn)題。這反映出做決定的心理學(xué)過(guò)程，首先，我們要有需要，然后去選擇滿足需要的辦法。

After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. Finally, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.

在建立需要后，你需要描述如果你的提議別接受后能給來(lái)的益處。這是形象化的過(guò)程：談?wù)撊绾谓邮苣愕奶嶙h會(huì)對(duì)未來(lái)產(chǎn)生積極影響或是如果如接受你的提議，對(duì)未來(lái)會(huì)有消極影響。最后，你需要通過(guò)具體的，詳細(xì)的號(hào)召來(lái)讓人們采取行動(dòng)——也就是聽(tīng)眾馬上執(zhí)行你的提議需要馬上做的事。

Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.

我們停下Steve給Swift經(jīng)營(yíng)的意見(jiàn)。看看你是否能分出他演講中的需求，形象化和行動(dòng)步驟。

Listening Questions:

1. How long will it take Swift to get back the investment in air conditioning?

2. How much extra profit can Swift make per year by adopting Nick’s proposal?

3. What specific action does Steve ask his manager’s to take?