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????那么，應該怎么做？圍繞對方正在考慮的問題展開對話。亞斯特羅稱：“大多數面試官或電梯里的高管，更關心公司如何實現當前的目標，而不是你的生活故事。所以要圍繞對方考慮的問題展開對話。關注公司真正需要的東西（往往不會在正式職務說明中提到），肯定能讓你有機會提到自己的能力和經驗會在哪些地方派上用場。向對方證明，他們所關心的也是你所關注的。”

????要這么做，首先需要做一名優秀的傾聽者。最成功的推銷員從來都是花更多的時間去傾聽，而不是說話，到目前為止，這一直都是不言而喻的真理。畢竟，在求職面試（或電梯）中，你要推銷的是你自己。

????在《放棄游說》一書中，亞斯特羅解釋了如何將演員的即興表演技巧應用于商業環境。舉例來說：說“是的，而且……”亞斯特羅解釋道：“在即興場景下，演員會仔細傾聽對方所說的話，然后據此做出反應。這正是在對話中建立親和力的訣竅所在?！?/p>

????他指出，人類是天生的即興創作者，我們很少會提前計劃要說什么或什么時候說，而是把談論的發展方向作為組織話語的線索。他說道：“在面試或做銷售拜訪時，不要把它想成一次強行推銷，更重要的是用心去聽，你一定能找到合適的插話機會?！?/p>

????他補充道，同樣的原則也適用于現實或網絡中的人際交往。亞斯特羅表示：“通過圍繞與對方有關的話題并按照對方希望的方向開展對話，讓對方對你產生興趣。”尤其是就你而言，你有二十年的豐富經驗，他認為“相比大聲背誦自己的履歷，即興組織一場新鮮的、自發的對話，會更有意義，更有可能讓你得到想要的結果?！?/p>

????反饋：你是否曾通過電梯演講達成自己想要的結果？如果你是被游說的對象，這樣的演說能激起你的興趣嗎？歡迎評論。（財富中文網）

????譯者：劉進龍/汪皓

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????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."

????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.

????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."

????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."

????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."

????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.