It seems like they're never flustered. They can always answer questions on the fly.

他們似乎從來都不會慌張，總是能在短時間內回答問題。

I thought it was high IQ but it turns out that we can train our brains to do the same as well.

我以為是因為高 IQ ，但事實證明，我們也可以訓練我們的大腦來做同樣的事情。

Welcome back to my channel, I'm Vicky.

歡迎回到我的頻道，我是 Vicky。

And today we are talking about the one thing you can train your brain on in your order to think fast before you speak.

今天我們要討論的是：為了在說話前快速思考，你可以訓練你的大腦的一件事。

In the last video, we talked about the one thing you need to focus on when you're under high pressure and that is "Steer, don't follow."

在上一個影片中，我們談到了當你處於高壓狀態時，你需要專注的一件事，那就是「引導，而非跟隨」。

In a nutshell, it means that when the other person is giving you pressure and you don't know where you're going,

簡而言之，這意思是，當對方給你壓力，而你不知道要怎麼做時，

you want to be able to take back the control and steer the conversation towards what you want to talk about instead of just following their logic.

你要能奪回控制權，把談話引向你想談的內容，而不是只跟著他們的邏輯走。

If you want to see the details, you can check out this video below. I'll put the link in the description as well.

如果你想看更細節的內容，你可以看看下面這個影片，我會把連結放在說明欄中。

But before you go, I want to talk about why a lot of people struggle with making sure they steer and not follow.

但在你去看之前，我想談談為什麼很多人在「引導，而非跟隨」方面遇到困難。

And that's because a lot of people feel like it's hard to find a point they can steer the conversation towards,

這是因為許多人感覺很難找到可以引導對話的重點，

they have to scramble and think, "OK, where do I want this conversation to go?"

他們必須爭分奪秒地思考「我要把這個對話引導到哪裡？」

So today, we'll address exactly that.

所以今天，我們要解決的正是這個問題。

The reason a lot of us find it really difficult to steer a conversation on the fly towards a point that we want to talk about is because we haven't disciplined our mind to think in frameworks.

許多人覺得即興引導對話走向他們想要談論的重點很難，這是因為我們沒有訓練自己以思維框架的方式思考。

Frameworks are structures to help organize your thoughts so that you can identify the key levers that influence a result.

框架是一種結構，可幫助組織思維，讓你能夠識別影響結果的關鍵因素。

I think it's also important to reason from first principles rather than by analogy, 'cause it's kind of mentally easier to reason by analogy rather than from first principles.

我認為用第一原理進行推理比透過類比更為重要，因為透過類比進行推理在心理上相對容易，而從第一原理推理較為困難，

But you kind of boil things down to the most fundamental truths and say, "OK, what are we sure is true or as sure as possible is true," and then reason up from there.

但你應該把事情歸結為最基本的真理，然後確定哪些是真實的或盡可能真實的，然後從那裡進行推理。

For example, revenue equals number of units times price.

例如，收入等於產品數量乘以價格。

This is a framework for knowing what influences revenue.

這是一個了解影響收入的框架。

There are only two things, either you sell more units or you increase the price or you increase both.

這裡只有兩件事，要麼你賣出更多的產品數量，要麼你價格提高，要麼你同時提高。

So whenever someone talks about "how can my company make more money," you know exactly what to say.

所以每當有人問他的公司要如何才能賺更多的錢，你就知道該說什麼了。

It doesn't matter what version of the story it is.

故事不一樣也沒關係。

If their question is about revenue and they want to know how to grow it. It's very simple.

如果他們的問題是關於收入，並且想知道如何增加，那非常簡單。

You either talk about the number of units, they can sell, how they can increase that or increase their price and how they might do that or even increase both if there is an opportunity to do so.

你可以談論他們銷售的產品數量，如何增加銷量或提高價格以及如何實現這些目標，甚至可以同時將兩者增加，如果有這樣的機會的話。

So immediately, any question that talks about revenue, you can always bring it back to these two levers, number of units and price. So simple, right?

所以任何談到收入的問題，都可以立即將其歸結為這兩個要素，即產品數量和價格。很簡單，對吧？

So now it doesn't matter what people throw at you in terms of a company making revenue.

現在，無論人們向你提出公司如何增加收入的問題，都能夠輕鬆應對了。

(It) doesn't matter (that) they say the vision of this and the strategic priorities of that and the marketing creatives of this and that. (It) doesn't matter.

無論是問你他們的願景、策略重點以及行銷創意等等，

You always come back to either number of units sold, the price or both of them.

你都可以回到銷售的產品數量、價格或兩者都提高的這些要素。

And the goal for framework thinking is to have a library of these frameworks on topics that are important to you that you can talk about.

而框架思維的目標是擁有一個關於對你重要的主題的框架庫，以便你能夠就這些主題侃侃而談。

And pro tip: If you can connect different frameworks, then the amount of depth and insights you can provide is even greater.

還有一個專業小撇步：如果你能夠將不同的框架聯繫起來，那麼你就可以提供更深入的見解和洞察力。

Let me give you just a simple example.

讓我給你舉一個簡單的例子。

So we talked about revenue but a lot of people want to focus on profits as well.

剛剛我們談到了收入，但很多人也想關注利潤。

So how can I make more money to take home?

那麼，我怎樣才能賺到更多的錢呢？

Now here, you can use the very simple framework, again - profit equals revenue minus cost.

現在，你可以再次使用非常簡單的框架——利潤等於收入減去成本。

Revenue, we've already talked about; cost, you can separate it into marginal cost and fixed cost.

收入，我們已經談論過了；成本，可以將其分為邊際成本和固定成本。

So now, if people want to talk about "how can I make more profits?" you know exactly, again, what to talk about: you have to increase your revenue or you have to decrease your cost,

如果有人想討論「我怎樣才能賺更多的利潤？」，你就知道該談什麼了：要麼增加收入，要麼降低成本，

and pick one to focus on, then you can double click into that topic.

並且著重在其中一個，然後深入探討該主題。

Now, you've got the revenue framework.

你已經有了營收框架。

You can say, "If you want to increase your revenue, let's look at how many units are you selling?"

你可以说：「如果你想增加收入，讓我們看看你銷售了多少數量？」

"What is the price?"

「價格是多少？」

"How can we tweak these things?"

「我們可以怎麼調整整？」

Or if you want to talk about cost, you can say, "OK, let's look at the cost structure."

或者如果你想談成本，你可以說：「我們來看看成本結構。」

"Where can you take things out?"

「哪些地方可以削減成本？」」

"Is it in the fixed cost or is it in the marginal cost?"

是在固定成本還是邊際成本中呢？

And this way, now, if people ask you, you know, "How can I make more money?"

這樣一來，如果有人問「我該如何賺更多的錢？」

You know exactly what to talk about.

你就知道該談些什麼了。

You can use these frameworks as almost an assessment.

你可以把這些框架當作評估工具。

Tell me your situation and I will tell you what you can tweak.

告訴我你的狀況，我會可以告訴你該調整什麼。

So that in essence is, you know, how consulting firms sell hundreds of thousands of dollars of projects, millions of dollars of projects based on frameworks like this.

所以基本上，諮詢公司就是透過這樣的框架，賣出數十萬或數百萬美元的專案。

As Charlie Munger says, "You can't really know anything if you just remember isolated facts and try and bang'em back.

就像查理·蒙格所說：「如果你只是記住零散的事實，並像機械似地重複它們，你無法真的了解任何事情。」

If the facts don't hang together on the latticework of theory, you don't have them in a useful form."

如果事實不能在理論的支撐下連貫起來，你就無法有用地掌握它們。

To think fast, you need to put your knowledge into frameworks, sort them, organize them,

為了要快速思考，你需要將你有的知識放入框架中，將它們進行排序、組織和整理，

so you can very quickly recall what you want to talk about and what are the key levers that make sense.

以便你可以非常快速地回想起你想要談論的內容以及哪些是有意義的關鍵要素。

So where do you find these frameworks?

那麼要在哪裡找到這些框架呢？

They don't really teach them in school, right?

學校裡不會教這些，對吧？

Well, there are two ways I'll share with you and the first one is to create them yourself.

我會和你分享兩種方法，第一種方法是自己創造框架。

And it's really not that hard. Hear me out here.

而這真的不是什麼難事。聽我說。

Apple teaches their employees with Picasso's art, The Bull.

蘋果公司用畢加索的名作《公牛》來教育他們的員工。

Picasso was drawing these bulls, trying to capture the essence of it.

畢加索畫這些公牛的時候，試圖捕捉其本質。

He calls the spirit of the beast.

他稱之為野獸的靈魂。

And as you see at the beginning, everything is very realistic.

正如你在開頭時所看到的，一切都非常逼真。

There's a lot of detail, but as he iterates, he tries to bring it down to the skull and eventually down to something very abstract, just a few lines.

當他反覆作畫時，他試圖將畫作中的細節逐漸簡化，將其簡化到剩下頭骨，最終只留下一些抽象的線條。

To represent the horns, to represent the body, to represent the legs.

代表角、代表身體、代表腿。

And so we want to do the same things. Distill the things we know down to the very essence of it.

所以我們也要做同樣的事情。將我們所知道的東西提煉到它的本質。

Once you know the essence, then you can think faster.

一旦你知道了本質，那麼你就可以更快地思考。

Because all you need to look for in your brain is a structure and not just one piece of information that takes a lot of sorting through, that takes a lot of memory space.

因為你在大腦中需要尋找的是一個框架，而不僅是一個需要耗費大量時間分類整理的單一資訊，佔據大量的記憶體。

But if you're just looking for one structure, it's a lot quicker.

但如果你只是在尋找一個結構，那就快多了。

And that's how people think fast on their feet.

而這就是人們如何快速思考的方法。

For example, I work in business storytelling and there are quite a few frameworks for that.

例如，我從事於商業故事講述，有相當多的框架可以使用。

One of the ones I use is ethos, pathos and logos, which means credibility, emotions, and logic.

我使用的其中一種框架是 ethos, pathos 和 logos，代表可信度、情感和邏輯。

Now, whenever people come to me with a question about, "Hey, why is my presentation not very compelling?"

每當有人問我「為什麼我的演講效果不太好？」、

"Why don't people take action when they visit my website" or "Why is my marketing message not working?"

「為什麼人們訪問我的網站後不會有所行動？」，或者「為什麼我的行銷內容沒有效果？」，

I start there.

我就從那裡開始講起。

Let's look at the three levers and let's see what you're doing right now.

讓我們來看看三個要素，並分析一下你目前的做法。

By seeing the essence of something and then having multiple frameworks that connect,

通過看到事物的本質，並擁有多種連接的框架，

you're going to be able to talk about a variety of things very quickly because you know the structures and you can connect them together.

你將能夠非常迅速地談論各種事物，因為你了解這些結構，並可以將它們連接在一起。

Now, if you feel like "Whoa, this is way too much work. I don't want to start from scratch."

如果你覺得這太祖雜了，不想從頭開始，

That's OK.

沒關係。

Let's talk about the second way of finding frameworks.

讓我們來談談尋找框架的第二種方式：

Finding hidden frameworks on the internet.

在網路上找隱藏的框架。

Now, why do I say hidden because we're not trained to think in frameworks when we find information on the internet,

我為什麼說是「隱藏的」呢？因為我們在網絡上查找信息時，並沒有接受到使用框架思考的訓練，

most of the authors who have done a lot of condensing and finding the key levers to problems, they don't call it a framework.

而且，大多數經驗豐富的作者縮短並找出問題的關鍵要素時，並不會稱之為框架。

So all you have to do is take that information and structure it so that it becomes a framework for you to reference it very easily when you are thinking fast before you talk.

因此，你所要做的就是將這些信息進行結構化，使之成為一個框架，這樣當你需要快速思考並進行口頭表達時，就可以很容易地參考這個框架。

Let's use an example to make this more concrete.

讓我們使用一個例子來讓這個概念更具體。

Say you're talking about how to make money doing what you love.

假設你在談論如何做你喜歡做的事來賺錢。

There isn't per se a framework out there on Google.

Google 本身沒有框架。

But there is this concept of ikigai, which means the purpose of your life in Japanese.

但是有 ikigai 這個概念，在日語中的意思是你人生的目的。

And already, ikigai breaks down the four elements, the four key levers you need in order to make money doing what you love.

ikigai 已經分解了四個要素，為了可以透過做自己喜歡的事情來賺錢的四個關鍵要素。

They are: what you love, what you're good at, what you can be paid for and what the world needs.

它們是：你喜歡什麼、你擅長什麼、你可以得到什麼以及這個世界需要什麼。

So easy. All the work is done for you.

很簡單。都幫你歸類好了。

All you need to do is just remember that there are four levers there and you make that connection between the four levers and the topic which is how to make money doing what you love.

你需要做的就是記住有四個要素，你將這四個要素和主題連結起來，即如何做你喜歡做的事來賺錢。

So now, whenever people ask you, "Hey, I hate my job, I don't know what to do. How can I be happy and make money doing what I really love?"

所以現在，每當有人問說：「我討厭我的工作，我不知道該做什麼。怎樣才能快樂並賺錢做我真正喜歡的事情呢？」

you can just take these four levers and talk them through it.

你只要利用這四個要素跟他們說就可以了。

Of course, the information, you provide might still be very surface level.

當然，你提供的信息可能還很膚淺。

Unless you have the expertise, you have the experience.

除非你有專業知識，經驗。

So with that in mind, really, it's about building that library of frameworks so that you can expand the things that you can talk about very comfortably.

所以考慮到這一點，重點是關於構建框架庫，這樣你就可以擴展你可以非常輕鬆地談論的事情。

And then you have the direction, knowing which areas, which topics, which levers I need to look further into in order to expand.

然後你就有了方向，知道需要進一步研究哪些領域、哪些主題、哪些要素才能擴展。

If you're interested in learning more mental models or frameworks, let me know in the comments below, I can always share the ones I use almost on a daily basis.

如果你有興趣學習更多的心智模型或框架，請在下面的評論中告訴我，我可以分享我幾乎每天都使用的那些。

And if you found this helpful, please give this a thumbs up, subscribe if you haven't already.

如果你覺得這支影片有幫助，請按讚，如果還沒有訂閱，請訂閱。

It really helps the channel and I'll see you in the next video.

這真的對頻道有幫助，下支影片見！