In the first two ESL lessons (BEP 59 & BEP 60) in this three-part series on persuasion, we saw how getting your audience’s attention and demonstrating a clear need were essential to the persuasive process. We learned that in the indirect method of persuasion you should demonstrate the problem before you offer a solution. This mirrors the psychological process of decision-making: First we feel a need, and then we look for a way to satisfy that need.
在前两节课关于说服的课程中，我们学了如何吸引听众的注意力以及在论证需要对说服别人的必要性。我们学习了在提供方案前要用间接的方法来证明问题。这反映出做决定的心理学过程，首先，我们要有需要，然后去选择满足需要的办法。

After you have established the need, you then describe the future benefits if your proposal is accepted. This is the visualization step: Talk about how accepting your proposal will have positive future outcomes or maybe how not accepting it will have negative outcomes. Finally, you need to make a concrete, specific call to action – what the audience can do right now to implement your proposal.
在建立需要后，你需要描述如果你的提议别接受后能给来的益处。这是形象化的过程：谈论如何接受你的提议会对未来产生积极影响或是如果如接受你的提议，对未来会有消极影响。最后，你需要通过具体的，详细的号召来让人们采取行动——也就是听众马上执行你的提议需要马上做的事。

Let’s finish listening to Steve give his proposal to Swift management. See if you can identify the satisfaction, visualization and action steps in his speech.
我们停下Steve给Swift经营的意见。看看你是否能分出他演讲中的需求，形象化和行动步骤。

Listening Questions:
1. How long will it take Swift to get back the investment in air conditioning?
2. How much extra profit can Swift make per year by adopting Nick’s proposal?
3. What specific action does Steve ask his manager’s to take?