To sell your ideas, you need to listen to others first. Just don’t listen too much.
想要别人接受你的想法，首先要倾听别人的想法。但也别听得太多。
"When you keep listening to speakers, you let them reinforce their sense that they’re right," said Nance Rosen, managing director of NAX Partners, a marketing and communications firm in Los Angeles. "It’s like they’re building brick after brick of a fortress by talking more."
Instead, interrupt gracefully. Redirect the dialogue so that you can assert your point.
你要礼貌地打断，引导话题的方向，这样你才能坚持你的观点。
Author of "Speak Up! and Succeed," Rosen finds that the best way to interrupt in casual conversation is to hold up an outstretched hand toward the speaker. That, she says, is "a universal cue like a stop sign." At the same time, she’ll say "great."
By making a series of short comments to indicate that you understand a speaker -- and using the same prompts consistently to silence a motormouth -- you can train the person over time to talk less.
When it’s your turn to talk, maximize your persuasiveness by grabbing others’ attention. Rather than plead your case and enumerate details that support your point, begin with what Rosen calls "a focus on misery."
Specifically, engage others by identifying their pain, fear and unfulfilled desire. They will heed your remarks more closely if you begin by appealing to these palpable negatives.
"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."
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。”
Cite what she calls "heroic achievement stories" to showcase your experience as a leader who has overcome pain, fear and unfulfilled desire.
引用你的“英雄事迹”来展现你是一位打败过痛苦、恐惧和未满足欲求的领导者。
Start with phrases such as "From my experience navigating through a similar crisis, I’ve discovered that" and "When we were struggling to stay afloat 10 years ago, I decided to."
By establishing credibility as someone who has triumphed over adversity, you reassure others that you’re equipped to manage the current challenge. Through your stories, you can also champion the core values that your listeners care about the most.
