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卡耐基演讲·2.请求听众采取行动

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2022年02月08日

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2.请求听众采取行动

上面引用的那个结尾,也是“请求听众采取行动”结尾的最好例子。上述的演讲者希望听众有所行动,即在他所服务的铁路公司的南部支线设置一套信号管制系统。他请求公司决策人员采取这项行动,主要原因在于:这套设备能够替公司省钱,也能防止撞车事件的发生。这不是练习性的演讲。这个演讲是向铁路公司的董事会发表的,并得到了公司答应设置它所要求的这套信号设备的结果。The closing just quoted is also an excellent illustration of the ask-for-action ending. The speaker wanted something done: a block device installed on the Southern branch of his road. He based his request for action on the money it would save on the wrecks it would prevent. The speaker wanted action, and he got it. This was not a mere practice talk. It was delivered before the board of directors of a railway, and it secured the installation of the block device for which it asked.

在希望获得听众行动的讲演中说最后几句话时,要求行动的时间已经来到,因此就要开口要求!要听众去参加捐助、选举、写信、打电话、购买、抵制、从军、调查或任何你想要他们去做的事。不过,也请遵从以下原则:In your final words of a talk to secure action the time has come to ask for the order. So ask for it! Tell your audience to join, contribute, vote, write, telephone, buy, boycott, enlist, investigate, acquit, or whatever it is you want them to do. Be sure to obey these caution signs, however:

(1)要求他们做明确的事。别说:“请帮助红十字会。”这样太笼统。要说:“今晚就寄出入会费一元,给本市史密斯街125号的美国红十字会。”Ask them to do something specific. Don't say, "Help the Red Cross." That's too general. Say, instead, "Send your enrollment fee of one dollar tonight to the American Red Cross, 125 Smith Street in this city."

(2)要求听众做能力之内的反应。别说:“让我们投票反对‘酒鬼’。”这是办不到的事,眼下我们并未对“酒鬼”进行投票。不过,却可以请求他们参加戒酒会,或捐助为禁酒奋斗的组织。Ask the audience for some response that is within their power to give. Don't say, "Let us cast our ballot against the Demon Rum." It can't be done. At the moment, we aren't balloting on the Demon Rum. You could, instead, ask them to join a temperance society or to contribute to some organization which is fighting for prohibition.

(3)尽量使听众容易根据请求而行动。别说:“请写信给你的参议员投票反对这项法案。”百分之九十九的听众都不会这么做的,他们并没有这样强烈的兴趣;或者太麻烦;或者他们忘记了。因此,要使听众觉得做起来轻松愉快才行。怎么做呢?自己写封信给参议员,上写:“我们联名敦请您投票反对第74321号法案。”把信和铅笔在听众之间传递,这样你或许会获得许多人签名——而且恐怕笔也不知所终了。Make it as easy as you can for your audience to act on your appeal. Don't say, "Write your congressman to vote against this bill." Ninety-nine per cent of your listeners won't do it. They are not vitally interested; or it is too much trouble; or they will forget. So make it easy and pleasant to act. How? By writing a letter yourself to your congressman, saying, "We, the undersigned, urge you to vote against Bill No. 74321." Pass the letter around with a fountain pen, and you will probably get a lot of signers-and perhaps lose your fountain pen.


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