一句話口才訓練:收服人心的溝通之道

The most important phrase you'll ever say in a meeting isn't "Please" or "Thank you." It isn't "How are you?" to open the meeting or "What are the next steps?" to close the meeting. No, the most important phrase you'll ever say in a meeting is:

你在會面時說的最重要的一句話並不是會面開始時的“請”或“謝謝”，也不是會面結束時的“下一步是什麼？”。非也，你在會面時說的最重要的一句話是：

How can I help you?

我能爲你效勞嗎？

My father-in-law taught me to show your friendship first. There's no better way to show that you care about the person you're meeting with than to genuinely, authentically ask her what you can do to help.

我的岳父教導我要先展現自己的友好。沒有什麼比真誠地問你會見的人你有什麼能爲他做的更能顯示你的關心了。

There are two possibilities when you ask how you can help:

當你這麼問時有兩種可能：

1) The person will tell you, thereby giving you an opportunity to help, after which the person you helped will feel compelled to return the favor, and help you.

1）此人會告訴你，從而給了你幫助他的機會。那以後他會覺得有義務回報你的好意，於是也幫助你。

2) The person won't tell you, instead politely declining, but then she will still feel like you care, and will be emotionally invested in helping you.

2）此人不會告訴你，相反會禮貌地拒絕，但是她會因此覺得你關心她，所以在那之後會在感情上傾向於幫助你。

Either way, establishing that you care and that you're there to help is a powerful emotional bond. It's a paradox, I know - you're not meeting with someone to find out how you can help, you're likely meeting to get something sold, or bought, or done. But it's through helping that you'll gain trust, and eventually, influence.

不論如何，表達你關心對方而且你隨時準備好了幫助對方是一個非常有效的感情紐帶。我知道這是個悖論。你並不是爲了看看你有什麼能幫助某人的纔去和他會面的，你可能只是去賣些什麼、買些什麼或者做件什麼生意。但通過幫助，你能收穫信任，最終獲得影響力。

Nine months ago, Michael Kislin, a financial advisor, met with me for the first time, and asked me, "How can I help you?" I told him about my startup venture Likeable Local, and said I could use some introductions to technology investors. He asked me a bunch of questions to learn more, and soon after, introduced me to several people he thought could help me. Then I called him to thank him, and thought to ask him to tell me more about what he did. I soon became a client of Michael's.

九個月前，邁克爾·基斯林，一位金融顧問，第一次與我見面，他問我：“有什麼能爲你效勞的？”我告訴他關於我在Likeable Local創業的事，並且告訴他我要爲技術投資人準備一些介紹。他問了我大量的問題，隨後他介紹了我一些他認爲能幫到我的人。之後我打了個電話給他謝謝他，並且請他告訴我更多關於他所做的工作的事情。不久後我成爲了他的客戶。

Three weeks ago, I met with an employee for a 1-on-1 for the first time, and asked her, "How can I help you?" She told me how I could help make her job easier, more productive and more efficient. I helped her, and now she's more productive than ever before.

三週前，我第一次1對1地會見了一位員工，並問她：“有什麼能爲你效勞的？”她告訴了我怎麼做能夠幫助她使她的工作更輕鬆、更有效率。我幫了她，而她現在比以往任何時候都更有效率。

If it seems simple, it is. It doesn't matter whether it's a customer, a prospect, or a colleague you're meeting with - we all like to be cared about, and we all can use some help. Just make sure you're genuine, never contrived, and ask in your next meeting, "How can I help you?"

要是這看上去很簡單，確實是。不論你會見的是一位顧客，一位發展對象還是同事。我們都喜歡被關心，而我們也都能夠提供一些幫助。只是要確保你很真誠，從不做作，從下次會面開始問，“我能爲你效勞嗎？”