Chapter 20 The secret to reserve capacity

Ruzel Poback once said before his death: "In order to find a few excellent plant specimens, I often have to make millions of specimens, and discard the unsatisfactory ones." In a certain To a certain extent, the speech should also carry forward this kind of one-in-a-million spirit, that is, to have a variety of ideas and make full choices about them. You should do as much as possible with the information and data available to you.Because this will give you a lot of confidence, make you feel more real about the content of the speech, and affect your thoughts and psychology, and in turn, it will affect your behavior throughout the speech.So, this is a fundamental and very important aspect in speech preparation.However, this has not been noticed by some speakers, whether in public or private.

Arthur Dunn said: "I have trained many salesmen, investigators, and demonstration law scholars. They should know everything about their products before they sell their products. However, most of them People don't realize the importance of this, and that's where their major flaw lies. Many salesmen come into my office with a description and immediately start a round of transactional language, desperate to Sell ​​your own wares. Many of these salesmen quit before a week or even forty-eight hours. "When I train investigators, salesmen to sell food specialties, I try to make them food experts, one; Third, I asked them to study the composition of the goods to be sold; Fourth, I sent them to school for several days and asked them to pass Fifth, I asked them to sell to other salesmen; Sixth, I rewarded the best commodity traders. I found that some salesmen lost patience very easily in the first period, and these Salesman, need to do research on their product. They justify themselves like 'I don't have time to explain everything about the product to retailers. Retailers are too busy, if I talk about protein, carbohydrates, they I never want to hear it, and even if I did, I would never understand it.'

"To this, my answer is: 'You are not explaining product knowledge from the perspective of the customer's interests, but only considering your own interests. If you understand the product very thoroughly, then you will have a wonderful emotion. .That is, you will be optimistic, powerful, and invincible.'” Ida Tarbell, a well-known historian of the Standard Oil Company, told me that many years ago, while she was living in Paris, Mr. SS Mike Klure, the founder of Mike Klure's Magazine, called Invite her to write a short essay on the Atlantic Telegraph Company.So she rushed to London, met with the European country manager of the premier telegraph company, and got ample writing material.However, she is not satisfied, she wants to accumulate detailed reserve materials.Therefore, she visited all kinds of telegraphs displayed in the British Museum, read a lot of books on the history of telegraphs, and even rushed to the manufacturing plant on the outskirts of London to visit the cable project under construction.

Why would she collect multiple times more information than she could possibly use?The reason for this is that it will give her invisible strength, and will add momentum and color to her short essays. Edwin James Kettle spoke to some thirty million people in his lifetime.However, he confided to me that on the way home, he would have carefully selected his speech materials, otherwise, he would have said goodbye to his speech career as a failure.why?Because long-term experience has taught him that extremely precious speeches are based on sufficient reserves of materials, and these large reserves of materials are far more than those used by the speakers.