《人性的弱点》第2篇 第5章 如何使人感到兴趣
Everyone who was ever a guest of Theodore Rooseveltwas astonished at the range and diversity of his knowledge.Whether his visitor was a cowboy or a RoughRider, a New York politician or a diplomat, Rooseveltknew what to say. And how was it done? The answerwas simple. Whenever Roosevelt expected a visitor, hesat up late the night before, reading up on the subject in
which he knew his guest was particularly interested.
For Roosevelt knew, as all leaders know, that the royalroad to a person’s heart is to talk about the things he orshe treasures most.
The genial William Lyon Phelps, essayist and professorof literature at Yale, learned this lesson early in life.
"When I was eight years old and was spending aweekend visiting my Aunt Libby Linsley at her home inStratford on the Housatonic,” he wrote in his essay onHuman Nature, “a middle-aged man called one evening,and after a polite skirmish with my aunt, he devoted hisattention to me. At that time, I happened to be excitedabout boats, and the visitor discussed the subject in away that seemed to me particularly interesting. After heleft, I spoke of him with enthusiasm. What a man! Myaunt informed me he was a New York lawyer, that hecared nothing whatever about boats - that he took notthe slightest interest in the subject. ‘But why then didhe talk all the time about boats?’
" ‘Because he is a gentleman. He saw you were interestedin boats, and he talked about the things he knewwould interest and please you. He made himself agreeable.’ "
And William Lyon Phelps added: "I never forgot myaunt’s remark.”
As I write this chapter, I have before me a letter fromEdward L. Chalif, who was active in Boy Scout work.
“One day I found I needed a favor,” wrote Mr. Chalif.“A big Scout jamboree was coming off in Europe, and Iwanted the president of one of the largest corporationsin America to pay the expenses of one of my boys for thetrip.
“Fortunately, just before I went to see this man, Iheard that he had drawn a check for a million dollars,and that after it was canceled, he had had it framed.
“So the first thing I did when I entered his office wasto ask to see the check. A check for a million dollars! Itold him I never knew that anybody had ever written
such a check, and that I wanted to tell my boys that I hadactually seen a check for a million dollars. He gladlyshowed it to me; I admired it and asked him to tell meall about how it happened to be drawn.”
You notice, don’t you, that Mr. Chalif didn’t begin bytalking about the Boy Scouts, or the jamboree in Europe,or what it was he wanted? He talked in terms of whatinterested the other man. Here’s the result:
“Presently, the man I was interviewing said: ‘Oh, bythe way, what was it you wanted to see me about?’ So Itold him.
“To my vast surprise,” Mr. Chalif continues, “he notonly granted immediately what I asked for, but muchmore. I had asked him to send only one boy to Europe,but he sent five boys and myself, gave me a letter ofcredit for a thousand dollars and told us to stay in Europefor seven weeks. He also gave me letters of introductionto his branch presidents, putting them at our service,and he himself met us in Paris and showed us the town.
Since then, he has given jobs to some of the boys whoseparents were in want, and he is still active in our group.
“Yet I know if I hadn’t found out what he was interestedin, and got him warmed up first, I wouldn’t havefound him one-tenth as easy to approach.”
Is this a valuable technique to use in business? Is it?Let’s see, Take Henry G. Duvernoy of Duvemoy andSons, a wholesale baking firm in New York.
Mr. Duvernoy had been trying to sell bread to a certainNew York hotel. He had called on the managerevery week for four years. He went to the same socialaffairs the manager attended. He even took rooms in thehotel and lived there in order to get the business. But hefailed.
“Then,” said Mr. Duvernoy, “after studying humanrelations, I resolved to change my tactics. I decided tofind out what interested this man - what caught his enthusiasm.
“I discovered he belonged to a society of hotel executives called the Hotel Greeters of America. He not onlybelonged, but his bubbling enthusiasm had made himpresident of the organization, and president of the InternationalGreeters. No matter where its conventions wereheld, he would be there.
“So when I saw him the next day, I began talkingabout the Greeters. What a response I got. What a response!He talked to me for half an hour about theGreeters, his tones vibrant with enthusiasm. I couldplainly see that this society was not only his hobby, itwas the passion of his life. Before I left his office, he had‘sold’ me a membership in his organization.
“In the meantime, I had said nothing about bread. Buta few days later, the steward of his hotel phoned me tocome over with samples and prices.
" ‘I don’t know what you did to the old boy,’ the stewardgreeted me, ‘but he sure is sold on you!’
“Think of it! I had been drumming at that man for fouryears - trying to get his business - and I’d still be drummingat him if I hadn’t finally taken the trouble to findout what he was interested in, and what he enjoyed talkingabout.”
Edward E. Harriman of Hagerstown, Maryland, choseto live in the beautiful Cumberland Valley of Marylandafter he completed his military service. Unfortunately,at that time there were few jobs available in the area. Alittle research uncovered the fact that a number of companiesin the area were either owned or controlled by anunusual business maverick, R. J. Funkhouser, whoserise from poverty to riches intrigued Mr. Harriman.However, he was known for being inaccessible to jobseekers. Mr. Harriman wrote:
"I interviewed a number of people and found that hismajor interest was anchored in his drive for power andmoney. Since he protected himself from people like meby use of a dedicated and stern secretary, I studied herinterests and goals and only then I paid an unannouncedvisit at her office. She had been Mr. Funkhouser’s orbitingsatellite for about fifteen years. When I told her Ihad a proposition for him which might translate itself
2011-01-14 14:43 编辑：kuaileyingyu