卡耐基演講·（3）使用展示物

要想吸引人們的注意力，最簡(jiǎn)單的方法也許就是高舉起某件東西，讓人們看看它，即使是土人和傻瓜、搖籃中的嬰兒、商店櫥窗中的猴子以及街道上的小狗，人們都會(huì)情不自禁地去注意這種刺激性的舉動(dòng)。有時(shí)候也可以運(yùn)用這種方法，在最嚴(yán)肅的聽(tīng)眾面前發(fā)揮很大的作用。例如，費(fèi)城的艾利斯先生在一次演講時(shí)，一開(kāi)始就以拇指和食指握住一枚硬幣，高高舉起，超過(guò)肩膀的高度。自然在場(chǎng)的每一個(gè)人都望著他的這個(gè)舉動(dòng)。這時(shí)，他問(wèn)：“有沒(méi)有人在人行道上撿到像這樣的一枚硬幣？它上面說(shuō)，撿到這種硬幣的幸運(yùn)者，將可在房地產(chǎn)開(kāi)發(fā)上獲得許多減免優(yōu)待。只要他把這枚硬幣交給主辦的公司即可……”艾利斯先生接著開(kāi)始譴責(zé)這種行為的錯(cuò)誤及不道德。Perhaps the easiest way in the world to gain attention is to hold up something for people to look at. Almost any creature, from the simplest to the most complex, will give heed to that kind of stimulus. It can be used sometimes with effectiveness before the most dignified audience. For example, Mr. S. S. Ellis, of Philadelphia. opened one of his talks in one of our classes by holding a coin between his thumb and forefinger, and high above his shoulder. Naturally everyone looked. Then he inquired: "Has anyone here ever found a coin like this on the sidewalk? It announces that the fortunate finder will be given a lot free in such and such a real estate development. He has but to call and present this coin..." Mr. Ellis then proceeded to condemn the misleading and unethical practices involved.

以上提到的方法都很值得稱贊。這些方法可以單獨(dú)用，也可以結(jié)合起來(lái)用、要意識(shí)到你的開(kāi)場(chǎng)白決定著你的聽(tīng)眾是否會(huì)接受你的講演內(nèi)容。All of the foregoing methods are commendable. They may be used separately or they may be combined. Recognize that how you open a talk largely determines whether the audience is going to accept you and your message.