卡耐基演講·1.總結(jié)你的觀點(diǎn)

即使在只有五分鐘的簡(jiǎn)短的談話中，一般的演講者也會(huì)不知不覺(jué)地把談話的范圍涵蓋得很廣泛，到了結(jié)束的時(shí)候，聽(tīng)眾對(duì)于他的主要論點(diǎn)究竟是什么仍感到有點(diǎn)困惑。不過(guò)，只有很少數(shù)的演講者會(huì)注意到這種情況。他們有種錯(cuò)誤的想法，認(rèn)為這些觀點(diǎn)在他們自己的腦海中如同水晶那般清楚，因此聽(tīng)眾也應(yīng)該對(duì)這些觀點(diǎn)同樣清楚才對(duì)。但事實(shí)并不是這樣的，盡管演講者對(duì)自己的觀點(diǎn)已經(jīng)思考過(guò)相當(dāng)長(zhǎng)的時(shí)間了，可他的觀點(diǎn)對(duì)聽(tīng)眾來(lái)說(shuō)，卻是全新的。這些觀點(diǎn)就好像一把丟向聽(tīng)眾的彈珠，有的可能落在聽(tīng)眾身上，但絕大部分則零亂地掉在地上。聽(tīng)眾可能會(huì)“記住一大堆的事情，但沒(méi)有一樣能夠記得清楚”。In the longer talk a speaker is very apt to cover so much ground that at the close the listeners are a little hazy about all his main points. However, few speakers realize that. They are misled into assuming that because these points are crystal clear in their own minds, they must be equally lucid to their hearers. Not at all. The speaker has been pondering over his ideas for some time. But his points are all new to the audience; they are flung at the audience like a handful of shot. Some may stick, but most are liable to roll off in confusion. The hearers are liable, in the words of Shakespeare, to "remember a mass of things but nothing distinctly".Some anonymous Irish politician is reported to have given this recipe for making a speech: "First, tell them what you are going to tell them; then tell them; then tell them what you have told them." It is often highly advisable to "tell them what you have told them".

以下是一個(gè)好例子。演講者是芝加哥一家鐵路公司的一名交通經(jīng)理：Here is a good example. The speaker, a traffic manager for one of Chicago's railways, ends his talk with this summary:

“各位：總之，根據(jù)我們?cè)谧约汉笤翰僮鬟@套信號(hào)系統(tǒng)的經(jīng)驗(yàn)，根據(jù)我們?cè)跂|部、西部、北部使用這套機(jī)器的經(jīng)驗(yàn)——它操作簡(jiǎn)單、準(zhǔn)確，再加上在一年之內(nèi)它阻止撞車事件發(fā)生而節(jié)省下的金錢，使我以最急切的心情建議：立即在我們的南方分公司采用這套機(jī)器?！盜n short, gentlemen, our own back-door yard experience with this block device; the experience in its use in the East, in the West, in the North; the sound operating principles underlying its operation; the actual demonstration in the money saved in one year in wreck prevention-move me most earnestly and unequivocally to recommend its immediate installation on our Southern branch.

各位看出他成功的地方了嗎？你們可以不必聽(tīng)到他演講的其余部分，就可以感到那些內(nèi)容。他只用了幾個(gè)句子，就把他整個(gè)演講的重點(diǎn)全部概括進(jìn)去了。You see what he has done? You can see it and feel it without having heard the rest of the talk. He has summed up in a few sentences, in sixty-two words, practically all the points he had made in the entire talk.

你不覺(jué)得像這樣的總結(jié)很有效嗎？如果你也有同感，那么，就運(yùn)用這種技巧吧。Don't you feel that a summary like that helps? If so. make that technique your own.