具体地说,用对方的痛处、恐惧和没有满足的欲求来吸引他们。如果你以这些明显的消极因素开始讲话,听众会更密切地关注你的讲话内容。
"Don't waste time on good news at the beginning," Rosen said. "It's a snooze. Happy talk isn't going to compel people to listen to you."
Rosen说:“开始时不要把时间浪费在好消息上。那是安眠药。快乐的谈话不会让人们聆听。”
For example, if you want to propose steps to your management team to streamline your operation, start by saying: "Sales are down, our rivals have launched a product that can steal market share from us, and we've squandered our potential to lock up our niche."
例如,你希望给管理层提出提高管理效率的提议,你可以这样开始:“销售量正在下降。我们对手推出了一个产品,会抢夺我们的市场份额。我们封闭在狭小的环境里,浪费了潜力。”
From that point, position yourself as problem solver. Show that you not only understand the obstacles but that you have also developed a plan of attack.
从这一点出发,将自己定位成一位问题解决者。表现出你不但理解了困难而且还制定了一套解决计划。
"Anchor your proposal by showing how it will empower you and your team to move forward on many fronts," Rosen said.
Rosen说:“提出你的建议,展现这个提议会如何让你和你的团队在各个方面进步。”
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