卡耐基演講·五、多使用視覺(jué)輔助工具

從眼睛通往腦部的神經(jīng)，要比從耳朵通往腦部的神經(jīng)多好幾倍。而且，科學(xué)實(shí)驗(yàn)發(fā)現(xiàn)，我們給予眼睛看到的暗示的注意力是給予耳朵聽(tīng)到的暗示的25倍。The nerves that lead from the eye to the brain are many times larger than those leading from the ear; and science tells us that we give twenty-five times as much attention to eye suggestions as we do to ear suggestions .

正如這樣一句古諺語(yǔ)所說(shuō)：“百聞不如一見(jiàn)。”O(jiān)ne seeing, says an old proverb, "is better than a hundred times telling about."

因此，如果你想清楚地表達(dá)，就應(yīng)該生動(dòng)地描繪你所說(shuō)的要點(diǎn)，把你的想法具體化。已故的著名的美國(guó)全國(guó)收銀機(jī)公司的總裁派特森，就是采用這種方法。他在為《系統(tǒng)》雜志寫的一篇文章中，簡(jiǎn)要說(shuō)明了他向工人和銷售人員演講時(shí)使用的方法：So, if you wish to be clear, picture your points, visualize your ideas. That was the plan of John H. Patterson, founder of the National Cash Register Company. He wrote an article for System Magazine, outlining the methods he used in speaking to his workmen and his sales forces:

“我認(rèn)為，一個(gè)人不能指望僅僅借助言語(yǔ)，就讓別人了解他的想法，或得到別人的注意。我們需要一些具有戲劇性的補(bǔ)充，最好的方法是使用圖片，以圖片表現(xiàn)出對(duì)和錯(cuò)的兩面。圖表比語(yǔ)言文字具有說(shuō)服力，而圖片又比圖表更具有說(shuō)服力。對(duì)某一主題最理想的表現(xiàn)方法，就是將每一部分配上圖片，而文字與語(yǔ)言只是用來(lái)與它們配合的手段。我很早就發(fā)現(xiàn)，在和人們交談時(shí)，一張圖片勝過(guò)我的任何話?！盜 hold that one cannot rely on speech alone to make himself understood or to gain and hold attention. A dramatic supplement is needed. It is better to supplement whenever possible with pictures which show the right and the wrong way: diagrams are more convincing than mere words, and pictures are more convincing than diagrams. The ideal presentation of a subject is one in which every subdivision is pictured and in which the words are used only to connect them. I early found that in dealing with men, a picture was worth more than anything I could say.

當(dāng)然，也不是每一個(gè)演講題目或場(chǎng)合都適合展示圖畫。但只要可以使用，我們就該使用它們。它們能吸引別人的注意力，激起聽(tīng)眾的興趣，而且都可以讓我們的意思表達(dá)得更清楚。也要記住，如果是使用圖表，一定要讓它足夠大，可以看得清楚，也千萬(wàn)別做過(guò)了頭。一長(zhǎng)串的圖表也會(huì)令人感覺(jué)無(wú)聊的。如果是邊講邊畫，也一定要在黑板上簡(jiǎn)單而且快速地畫，聽(tīng)眾可對(duì)偉大的藝術(shù)作品并不感興趣。使用縮略語(yǔ)，要寫得大而且容易辨認(rèn)；畫或?qū)懙臅r(shí)候，不要停止講話，要隨時(shí)轉(zhuǎn)身面對(duì)聽(tīng)眾。If you use a chart or diagram, be sure it is large enough to see, and don't overdo a good thing. A long succession of charts is usually boring. If you make the diagram as you go along, be careful to sketch roughly and swiftly on the blackboard or flip chart. Listeners are not interested in great art work. Use abbreviations; write largely and legibly; keep talking as you draw or write; and keep turning back to your audience.

另外，利用展示物時(shí)，請(qǐng)注意以下建議，這可以保證你能獲得聽(tīng)眾的注意。When you use exhibits, follow these suggestions and you will be assured of the rapt attention of your audience.

——展示物應(yīng)先藏起來(lái)，直到準(zhǔn)備使用時(shí)再出示。1.Keep the exhibit out of sight until you are ready to use it.

——使用的展示物應(yīng)該足夠大，讓最后一排都能看見(jiàn)。聽(tīng)眾如果看不見(jiàn)展示物，也就不能從展示物中學(xué)到東西了。2.Use exhibits large enough to be seen from the very last row. Certainly your audience can't learn from any exhibit unless they see it.

——在講話的時(shí)候，絕不能讓展示物在聽(tīng)眾間傳閱，你不會(huì)想給自己找個(gè)競(jìng)爭(zhēng)對(duì)手吧？3.Never pass an exhibit around among your listeners while you are speaking. Why invite competition?

——展示東西時(shí)，把它舉到聽(tīng)眾看得見(jiàn)的地方。4.When you show an exhibit, hold it up where your listeners can see it.

——記住，一件能打動(dòng)聽(tīng)眾的展示物，強(qiáng)過(guò)十件無(wú)法打動(dòng)人的東西。所以如果可以，先示范一下。5.Remember, one exhibit that moves is worth ten that don't. Demonstrate if practicable.

——講話時(shí)不要盯著你的展示品，你要與聽(tīng)眾溝通，而不是要和展示品溝通。6.Don't stare at the exhibit as you talk-yon are trying to communicate with the audience, not with the exhibit.

——展示物使用后，要盡可能收起，不要讓聽(tīng)眾再看見(jiàn)。7.When you have finished with the exhibit, get it out of sight if practicable.

——如果展示物非常適合作“神秘處理”，就把它放在一張桌子上，講演時(shí)放在身邊，并把它蓋住。演講時(shí)，多提它幾次，這會(huì)引發(fā)好奇心——不過(guò)不要告訴聽(tīng)眾它是什么。這樣，當(dāng)你展示的時(shí)候，就早已引發(fā)了聽(tīng)眾的好奇心和真正的興趣。8.If the exhibit you are going to use lends itself to "mystery treatment" have it placed on a table which will be at your side as you speak. Have it covered. As you talk, make references to it that will arouse curiosity-but don't tell what it is. Then, when you are ready to unveil it, you have aroused curiosity, suspense, and real interest.

用視覺(jué)材料來(lái)增強(qiáng)演講效果的策略，已越來(lái)越顯示出它的重要性了。除非有備而來(lái)，在聽(tīng)眾面前把自己想的，說(shuō)給他們聽(tīng)，又展示給他們看，就沒(méi)有更好的方法可以保證聽(tīng)眾會(huì)聽(tīng)明白了。Visual materials are becoming more and more prominent as devices to promote clarity. There is no better way to insure that your audience will understand what you have to say than to go before them prepared to show as well as to tell them what you have in mind.

兩位同為語(yǔ)言大師的美國(guó)總統(tǒng)，指出，清晰的表達(dá)能力，是訓(xùn)練與自我控制的結(jié)果。林肯說(shuō)，我們必須狂熱地追求明晰。他對(duì)諾克斯大學(xué)的校長(zhǎng)賈立佛博士講了他早年是怎樣培養(yǎng)自己對(duì)簡(jiǎn)單明了的語(yǔ)言的“狂熱”：Two American presidents, both masters of the spoken word, have indicated that the ability to be clear is the result of training and discipline. As Lincoln said, we must have a passion for clarity. He told Dr. Gulliver, the President of Knox College, how he developed this "passion" in early life:

“我記得當(dāng)我還是個(gè)孩子的時(shí)候，遇到有人用我聽(tīng)不懂的方式跟我說(shuō)話，我會(huì)非常生氣。在我一生當(dāng)中，還沒(méi)有對(duì)別的事情生過(guò)氣。可是，聽(tīng)不懂別人講話總會(huì)讓我發(fā)脾氣，連現(xiàn)在都這樣。記得在聽(tīng)鄰居和父親歡談?wù)砗螅易呋刈约旱男∨P室，大半夜里都走來(lái)走去的，企圖思考一些語(yǔ)言的確切意義。在我開(kāi)始這樣的時(shí)候，常常想睡了，可就是睡不著，一直到我能把它用明淺的語(yǔ)言說(shuō)出來(lái)、自認(rèn)可讓我認(rèn)識(shí)的每個(gè)男孩都理解才肯罷休。這是我的一種狂熱情緒，它一直緊緊地跟著我?！盇mong my earliest recollections I remember how, when a mere child, I used to get irritated when anybody talked to me in a way I could not understand. I don't think I ever got angry at anything else in my life. But that always disturbed my temper, and has ever since. I can remember going to my little bedroom, after hearing the neighbors talk of an evening with my father, and spending no small part of the night walking up and down and trying to make out the exact meaning of some of their, to me, dark sayings. I could not sleep, though I often tried to, when I got on such a hunt after an idea, until I had repeated it over and over, until I had put it in language plain enough as I thought for any boy I knew to comprehend. This was a kind of passion with me, and it has since stuck by me.

另一位杰出的總統(tǒng)伍卓·威爾森，有一些忠言，正好成為你能更好地理解本章的一個(gè)注腳：The other distinguished president, Woodrow Wilson, wrote some words of advice that strike the right note to end this chapter on making your meaning clear:

“家父是一位有大智慧的人，我最好的訓(xùn)練就來(lái)自于他那里。他不能忍受含混隱晦。從我開(kāi)始提筆寫字到1903年他81歲高齡去世，我總是隨身攜著自己寫給他的所有東西。My father was a man of great intellectual energy.My best training came from him. He was intolerant of vagueness, and from the time I began to write until his death in 1903, when he was eighty-one years old, I carried everything I wrote to him.

“他會(huì)讓我把它大聲讀出來(lái)，這對(duì)我來(lái)說(shuō)真是件苦差事。他老是不時(shí)止住我：‘你這是什么意思？’要我告訴他。自然，我會(huì)用比寫在紙上更簡(jiǎn)明的方式來(lái)表達(dá)自己的意思?！窃趺床贿@樣說(shuō)？’他會(huì)繼續(xù)訓(xùn)下去，‘別用鳥(niǎo)槍來(lái)瞄射自己的意思，結(jié)果擊得滿山遍野一片凌亂，要用來(lái)福槍瞄射自己要說(shuō)的話。’”He would make me read it aloud, which was always painful to me. Every now and then, he would stop me. "What do you mean by that?" I would tell him, and, of course, in doing so would express myself more simply than I had on paper. "Why didn't you say so?" he would go on. "Don't shoot at your meaning with birds hot and hit the whole countryside; shoot with a rifle at the thing you have to say."