卡耐基演講·1.總結(jié)你的觀點

即使在只有五分鐘的簡短的談話中，一般的演講者也會不知不覺地把談話的范圍涵蓋得很廣泛，到了結(jié)束的時候，聽眾對于他的主要論點究竟是什么仍感到有點困惑。不過，只有很少數(shù)的演講者會注意到這種情況。他們有種錯誤的想法，認為這些觀點在他們自己的腦海中如同水晶那般清楚，因此聽眾也應該對這些觀點同樣清楚才對。但事實并不是這樣的，盡管演講者對自己的觀點已經(jīng)思考過相當長的時間了，可他的觀點對聽眾來說，卻是全新的。這些觀點就好像一把丟向聽眾的彈珠，有的可能落在聽眾身上，但絕大部分則零亂地掉在地上。聽眾可能會“記住一大堆的事情，但沒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)我們在自己后院操作這套信號系統(tǒng)的經(jīng)驗，根據(jù)我們在東部、西部、北部使用這套機器的經(jīng)驗——它操作簡單、準確，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。他只用了幾個句子，就把他整個演講的重點全部概括進去了。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.

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