Selling Your Ideas Dale Carnegie Training (R)

Download Selling Your Ideas   Dale Carnegie Training (R)

Post on 29-Nov-2014

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The challenge is to get your listeners not only to agree with you in principle, but also to take action.

TRANSCRIPT

  • 1. Selling Your Ideas Copyright, 1996 Dale Carnegie & Associates, Inc. TIP For additional advice see Dale Carnegie Training Presentation Guidelines
  • 2. Opening: Give Evidence...
    • The challenge is to get your listeners not only to agree with you in principle, but also to take action.
    • The Dale Carnegie Training Evidence - Action - Benefit formula provides a successful process for delivering a motivational, action-oriented presentation.
  • 3. Opening: Give Evidence...
    • Relate an incident that clearly illustrates your main point.
    • Keep an incident focused.
    • Edit for clarity and relevance.
  • 4. Bridge
    • Convey a clear, logical transition from your first evidence/incident into action.
  • 5. Action
    • State the action you recommend.
    • Be specific: I recommend
    TIP State your points clearly and with confidence.
  • 6. Benefits
    • State the benefits to your audience for taking this action:
      • Benefit #1
      • Benefit #2
      • Benefit #3
    TIP State the benefits in terms that relate to your audiences interests, needs, and preferences.
  • 7. Benefits Review
    • Make the actions and benefits credible by using reliable, verifiable evidence. Evidence may take the form of statistics, demonstrations, testimonials, incidents, or exhibits.
        • Benefit #1
          • Evidence
        • Benefit #2
          • Evidence
        • Benefit #3
          • Evidence
  • 8. Close
    • Restate the specific action you recommend and the key benefits. State the benefits last.
    TIP Remember, your sense of conviction and your involvement with the content of the presentation are critical to its success.

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