selling your ideas ba 3750 sales management copyright 1996-98 © dale carnegie & associates, inc
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Selling Your Ideas
BA 3750 SALES MANAGEMENT
Copyright 1996-98 © Dale Carnegie & Associates, Inc.
Opening: Give Evidence...
• Relate an incident that clearly illustrates your main point.
• Establish how the incident relates to your audience.
Action
• State the action you recommend.
• Be specific: “I recommend….”
Benefits
• State the benefits to your audience for taking this action
– Benefit #1
• Evidence
– Benefit #2
• Evidence
– Benefit #3
• Evidence
Close
• Restate specific actions and the key benefits
– Action #1 and benefits
– Action #2 and benefits
– Action #3 and benefits