事业 · 创业者自述
P.T. 巴纳姆：奋斗与胜利·补录 26
P.T. 巴纳姆《奋斗与胜利》· Struggles and Triumphs · 领导
Among our customers were three or four old Revolutionary pensioners, who traded out the amounts of their pensions before they were due, leaving their papers as security. One of these pensioners was old Bevans, commonly known as “Uncle Bibbins,” a man who loved his glass and was very prone to relate romantic Revolutionary anecdotes and adventures, in which he, of course, was conspicuous. At one time he was in our debt, and though we held his pension papers, it would be three months before the money could be drawn. It was desirable to get him away for that length of time, and we hinted to him that it would be pleasant to make a visit to Guilford, where he had relations, but he would not go. Finally, I hit upon a plan which “moved” him.
出处：
https://www.gutenberg.org/ebooks/50115
定位：Additional excerpt 26 · 核对日期：2026-10-19 · 核验：短摘录
白话
店里有几个独立战争老兵，常提前支取养老金，用养老金文件作抵押。其中一个叫贝文斯，人称“比宾斯大叔”，爱喝酒，爱吹自己独立战争时的浪漫冒险。有次他欠店里的钱，虽然押着养老金文件，但还要三个月才能兑现。店里希望他离开这段时间，就暗示他去吉尔福德走亲戚，他不肯。最后巴纳姆想了个办法“说动”了他。核心是：遇到难缠的客户，硬来不行，要找到他的软肋或兴趣点来引导。做法是观察对方在意什么，用他能接受的方式达成目的。
上下文
巴纳姆在商店当店员时，常和提前支取养老金的老兵客户打交道，其中一位爱吹牛的老兵欠款未还。
今日一问
你遇到不肯配合的人时，是硬碰硬，还是先找到他真正在意的东西？
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