原汁原味商務英語播客 第49課:滿足需求,形象化和行動

In the first two ESL lessons (BEP 59 & BEP 60) in this three-part series on persuasion, we saw how getting your audience’s attention and demonstrating a clear need were essential to the persuasive process. We learned that in the indirect method of persuasion you should demonstrate the problem before you offer a solution. This mirrors the psychological process of decision-making: First we feel a need, and then we look for a way to satisfy that need.
在前兩節課關於說服的課程中，我們學瞭如何吸引聽衆的注意力以及在論證需要對說服別人的必要性。我們學習了在提供方案前要用間接的方法來證明問題。這反映出做決定的心理學過程，首先，我們要有需要，然後去選擇滿足需要的辦法。

After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. Finally, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.
在建立需要後，你需要描述如果你的提議別接受後能給來的益處。這是形象化的過程：談論如何接受你的提議會對未來產生積極影響或是如果如接受你的提議，對未來會有消極影響。最後，你需要通過具體的，詳細的號召來讓人們採取行動——也就是聽衆馬上執行你的提議需要馬上做的事。

Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.
我們停下Steve給Swift經營的意見。看看你是否能分出他演講中的需求，形象化和行動步驟。

Listening Questions:
1. How long will it take Swift to get back the investment in air conditioning?
2. How much extra profit can Swift make per year by adopting Nick’s proposal?
3. What specific action does Steve ask his manager’s to take?