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求职如何激发对方好奇心?

2014-02-25    来源:fortune    【      美国外教 在线口语培训

“一分钟电梯演讲”用来求职靠谱吗?

如果你的目的是得到一份工作,与其在电梯里进行令人窒息的自我推销,不如练习如何激发对方的好奇心,让对方愿意了解更多。

Dear Annie: I'm ready to move on from the job I have now to something with more scope for advancement, which means I'm job hunting for the first time in about 20 years. Since it has been so long since I had to talk about myself to people who aren't familiar with my work, I've been reading a lot of advice on how to go about it, and I keep coming across this idea of having a short (one- or two-minute) "elevator pitch" that sums up my skills and experience.
亲爱的安妮:我准备放弃当前的工作,追求更大的职业发展空间。这将是我20年以来首次求职。上一次在不熟悉我工作的人面前谈论自己,已经是很久以前的事情了,所以我阅读了大量关于自我推销的建议,其中有一条建议是:利用简短的(一至两分钟)“电梯演讲”,概述自己的能力和经验。

I have two problems with this. First, I've had almost two decades of experience that varies all over the map, so it isn't easy to pack it all into a minute or two. And second, the idea of trying to do that just seems really phony to me. What do you and your readers think? Do I need an "elevator pitch" or not? -- Skeptical in Seattle
对此,我有两个问题。一是我拥有近二十年的工作经验,足迹遍及全国各地,所以要把这些经历浓缩在一两分钟之内并不容易。二是“电梯演讲”这种事在我看来根本不靠谱。你和其他读者怎么看?我需不需要来次“电梯演讲”?——S.S.

Dear S.S.: Ever been to a networking event, or a party, where someone buttonholed you and delivered a scripted presentation of his or her life and career? If so, and assuming your reaction was to look for some way to escape, you know what it's like to be stuck in an elevator with someone who's delivering a pitch.
亲爱的S.S.:在参加社交活动或派对的时候,你是否遇到过有人不顾你的感受,硬要照本宣科地介绍自己的生活和职业?假如你遇到这种情况的反应是想方设法摆脱对方,你就可以想象一下,在电梯里遇到极力向你游说的人,心里会是怎样的感受。

By contrast, says Steve Yastrow, "If you've ever met someone at a party -- or a wedding, or anywhere -- and made a date for lunch the next week, it wasn't because you and that person made scripted presentations to each other. It's because you connected. The rules are the same in a job interview, or on an elevator, as everywhere else in life."
相比之下,史蒂夫•亚斯特罗表示:“如果你在派对或者婚礼等场合遇到某个人,并约好下周一起吃午餐,这并非因为你们彼此进行了乏善可陈的自我介绍,而是因为你们相互建立了联系。这同样适用于面试、电梯里或其他任何场合。”

Yastrow, who is a branding consultant with clients like McDonald's (MCD) and Jenny Craig, recently published a book on this topic called Ditch the Pitch: The Art of Improvised Persuasion. A canned speech, he says, is doomed to fall on deaf ears, partly because we're all bombarded with thousands of advertising messages every day, to the point where "when people sense a pitch coming at them, they get defensive."
亚斯特罗是一位品牌顾问,他的客户包括麦当劳(McDonald's)和珍妮•克雷格减肥公司。最近,他出版了一本与此话题有关的新书《放弃游说:即兴说服的艺术》(Ditch the Pitch: The Art of Improvised Persuasion)。他表示,千篇一律的演说注定不会有人愿意听,这是因为我们每天都会被成千上万的广告信息狂轰滥炸,以至于“只要感觉有人想游说他们,人们就会产生防卫心理。”

Even more important: "If you create a message before you know anything about the other person, how can you possibly know it's what they are looking for? It's like throwing a dart in a dark room."
更重要的是:“如果你在不了解对方的情况下准备一些信息,你又怎么知道这正是对方想了解的呢?这样做就像是在黑暗的房子里扔飞镖一样,漫无目的。”

Instead of "sucking up all the air on the proverbial elevator by talking about yourself," he says, practice piquing the other person's curiosity so that he or she wants to learn more. "You won't close the deal, or get the job, in an elevator, or even in one interview if it's a senior role," he says. "So your goal should be to earn the other person's interest -- and another meeting."
所以,他建议:“与其在电梯里进行令人窒息的自我推销”,不如练习如何激发对方的好奇心,让对方愿意了解更多。他说:“你不可能在电梯里做成一笔交易或得到一份工作,如果是高级职务,即便通过一次正式的面试也不见得能够成功。所以,你的目标应该是引起对方的兴趣,并获得再次见面的机会。”

How? By making the conversation about what's on the other person's mind. "Most job interviewers, or executives in an elevator, care a lot more about what the company needs to meet its goals right now than about your life story," Yastrow notes. "So make the conversation about that. Focusing on what the company is really looking for -- which isn't always in the formal job description -- inevitably leads to your having a chance to mention where your skills and experience fit in. Show that what they care about is what you care about, too."
那么,应该怎么做?围绕对方正在考虑的问题展开对话。亚斯特罗称:“大多数面试官或电梯里的高管,更关心公司如何实现当前的目标,而不是你的生活故事。所以要围绕对方考虑的问题展开对话。关注公司真正需要的东西(往往不会在正式职务说明中提到),肯定能让你有机会提到自己的能力和经验会在哪些地方派上用场。向对方证明,他们所关心的也是你所关注的。”

To do that, you first need to be a great listener. It's a truism by now that the most effective salespeople spend much more time listening than talking, and in a job interview (or in an elevator), after all, what you're selling is yourself.
要这么做,首先需要做一名优秀的倾听者。最成功的推销员从来都是花更多的时间去倾听,而不是说话,到目前为止,这一直都是不言而喻的真理。毕竟,在求职面试(或电梯)中,你要推销的是你自己。

In Ditch the Pitch, Yastrow explains how some of the same improvisation techniques that actors use can apply to business situations too. One example: Saying "Yes, and ..." Explains Yastrow, "Actors in improvised scenes listen carefully to what someone else just said and then build on it. It's how you create affinity in conversations."
在《放弃游说》一书中,亚斯特罗解释了如何将演员的即兴表演技巧应用于商业环境。举例来说:说“是的,而且……”亚斯特罗解释道:“在即兴场景下,演员会仔细倾听对方所说的话,然后据此做出反应。这正是在对话中建立亲和力的诀窍所在。”

Humans, he points out, are natural improvisers who rarely plan ahead of time what they'll say or when they'll say it, but rather let the flow of a discussion be their cue. "Don't think of this as 'winging it' in an interview, or a sales call," he says. "It's really more about listening, so you can pick the right moment to chime in."
他指出,人类是天生的即兴创作者,我们很少会提前计划要说什么或什么时候说,而是把谈论的发展方向作为组织话语的线索。他说道:“在面试或做销售拜访时,不要把它想成一次强行推销,更重要的是用心去听,你一定能找到合适的插话机会。”

He adds that the same principle applies in networking, both in person and online. "Get the other person interested in you by having a conversation that matters to them, and goes where they want it to go," Yastrow says. Especially in your case, with a couple of decades of varied experience, he says, "improvising a fresh, spontaneous conversation makes a lot more sense -- and is a lot more likely to get the results you want -- than essentially reading your resume aloud."
他补充道,同样的原则也适用于现实或网络中的人际交往。亚斯特罗表示:“通过围绕与对方有关的话题并按照对方希望的方向开展对话,让对方对你产生兴趣。”尤其是就你而言,你有二十年的丰富经验,他认为“相比大声背诵自己的履历,即兴组织一场新鲜的、自发的对话,会更有意义,更有可能让你得到想要的结果。”

Talkback: Has an elevator pitch ever gotten results for you? If you've been on the receiving end of one, did it pique your interest? Leave a message below.
反馈:你是否曾通过电梯演讲达成自己想要的结果?如果你是被游说的对象,这样的演说能激起你的兴趣吗?欢迎评论。(财富中文网)



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