卡耐基演講·2.使用專家的證言

在講演當(dāng)中使用專家的證言，也常常能有效地支持自己的論點。不過使用之前，最好能先試著回答幾個問題進行測試：Frequently you can effectively back up the points you want to make in the body of your talk by the use of the testimony of an expert. Before using testimony it should be tested by answering these questions:

（1）要使用的引述是否準確？1.Is the quotation 1 am about to use accurate?

（2）它是否來自專家的專門知識領(lǐng)域內(nèi)？討論經(jīng)濟學(xué)而引述喬·路易的話，顯然只側(cè)重于他的姓氏，而非他的專長。2.Is it taken from the area of the man's expert knowledge? To quote Joe Louis on economics would obviously be exploiting his name but not his forte.

（3）引述的對象是否為聽眾所熟知和尊敬？3.Is the quotation from a man who is known and respected by the audience?

（4）引述是否確定是根據(jù)第一手資料，而不是個人的興趣或偏見？4.Are you sure that the statement is based on firsthand knowledge, not personal interest or prejudice?

多年前，我的一個在布魯克林商會的學(xué)員，他在講到專業(yè)化的必要時，引述了安德魯·卡耐基作為開始。他的抉擇明智嗎？因為他的引述準確，而且他所引述的人夠資格談?wù)撚嘘P(guān)事業(yè)的成功之道，所以得到了聽眾的尊敬。他所引述的這段名言，現(xiàn)在仍然值得復(fù)述：One of the members of my class at the Brooklyn Chamber of Commerce many years ago opened a talk on the need for specialization with a quotation from Andrew Carnegie. Did he choose wisely? Yes, because he accurately quoted a man, who was respected by the audience as one who had earned the right to speak on business success. That quotation is still worth repeating today:

“我相信在任何一行里，通往出人頭地的成功之路，在于讓你自己成為那一行里的專家。我不相信分散個人才智的策略，而且根據(jù)我的經(jīng)驗，就算有吧，我也很少碰見有人能一心多用，而仍能在賺錢方面成為人上人的——在制造業(yè)方面，我更確定是沒有的。能成功的人都是那些選定一行，便執(zhí)著堅持的人。”I believe the true road to pre-eminent success in any line is to make yourself master in that line. I have no faith in the policy of scattering one's resources, and in my experience I have rarely if ever met a man who achieved pre-eminence in money-making-certainly never one inmanufacturing-who was interested in many concerns. The men who have succeeded are the menwho have chosen one line and stuck to it.