卡耐基演讲·4.使用展示——或者用，或者不用

当钢铁锅炉公司的主管们对代销商讲解时，他们需要一个方法，好讲清楚燃料应该从火炉底部加入，而不是由顶部加入。于是，他们想出了这个简单却有力的展示方法。讲演人先点上了一支蜡烛，然后他说：When executives of the Iron Fireman firm were talking to dealers, they needed some way of dramatizing the fact that fuel should be fed into a furnace from the bottom rather than from the top. So they hit on this simple but striking demonstration. The speaker lights a candle. Then he says:

“请看这火焰烧得多明亮——它蹿得多高。因为所有的燃料都被转变成热能了，它并不冒烟。See how clearly the flame burns-how tall it is. Since virtually all the fuel is being converted into heat, it gives off practically no smoke.

“蜡烛的燃料是从底部供应的，正如钢铁锅由火炉底部添加燃料。The fuel of the candle is fed in from below, just as the Iron Fireman feeds fuel into a furnace.

“假设这支蜡烛由顶上供应燃料，像手拨的火炉那般。（说到此，讲演人将蜡烛上下倒置）Suppose that this candle was fueled from above, as hand-stoked furnaces are. (Here the speaker turns the candle upside down. )

“请注意火焰如何逐渐灭了，闻闻这股烟味，听它毕毕剥剥作响。瞧瞧这火焰由于不完全的燃烧，变得多红。最后，由于来自顶上的燃料不足，火焰熄灭了。”Notice how the flame dies down. Smell the smoke. Hear it sputter. See how red the flame is because of incomplete combustion. And finally the flame goes out, as a result of inefficient fueling from above.

几年前，亨利·摩登·罗宾先生为《你的生活》杂志写了一篇有趣的文章《律师如何胜诉》。文中描述了一家保险公司的律师亚伯·胡莫。他与对方进行一场伤害诉讼时，有效地运用了戏剧性的展示表演。原告波士特魏先生说，由于从电梯通道上摔下，肩膀严重受伤，以致无法举起右臂。Some years ago, Henry Morton Robinson wrote an interesting article on "How Lawyers Win " for Your Life magazine. In it, he describes how a lawyer named Abe Hummer is credited with a telling dramatic demonstration of showmanship while representing an insurance company in a damage suit. The plaintiff, a Mr. Postlethwaite, stated that as a resuh of falling down an elevator shaft his shoulder had been so severely injured that he was unable to raise his right arm.

胡莫显得极为关切。Hummer appeared to be gravely concerned.

“现在，波士特魏先生，”他充满信心地说，“请让陪审团看看，你能把手臂举得有多高。”波士特魏小心翼翼地把手臂举到耳边。“现在再让我们看看，受伤前，你能把它举起多高？”胡莫怂恿他。“像这样高。”原告说着倏地伸直了手臂，高举过肩。Now Mr. Postlethwaite, he said confidently, "show the, jury how high you can raise your arm." Gingerly, Postlethwaite brought his arm up to ear level "Now show us how high you could raise it before you were injured." urged Hummer. "As high as this." said the plaintiff, shooting his arm at full length over his head.

你一定知道陪审团对这番展示会做出什么样的判断了。You may draw your own conclusion regarding the reaction of the jury to this demonstration.

在希望获得互动的较长讲演中，可有三个或最多四个要点。它们用不了一分钟就能说完，但向听众照本宣科地讲是枯燥而乏味的。有什么东西可使这些论点生动活泼起来呢？那就是你用来支持论点的材料，它让你的讲演火花迸射，情趣横生。借用事件、比较和展示，可使主要论点清晰地呈现出来；借用统计数字和证言，可以有力地说明事实，并加强主要论点的重要性。In the longer talk to secure action you might make three, or at most, four points. They could be uttered in less than a minute. To recite them to an audience would be dull and boring. What makes these points come alive? It is the support material you use. This is what gives sparkle and interest to your talk. By the use of incidents, comparisons and demonstrations, you make your main ideas clear and vivid; by the use of statistics and testimony you substantiate the truth and emphasize the importance of your main points.