Copyright, 1996 © Dale Carnegie & Associates, Inc. Selling Your Ideas TIP For additional advice see Dale Carnegie Training® Presentation Guidelines

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.

Opening: Give Evidence... Relate an incident that clearly illustrates your main point.Relate an incident that clearly illustrates your main point. Keep an incident focused.Keep an incident focused. Edit for clarity and relevance.Edit for clarity and relevance.

Bridge Convey a clear, logical transition from your first evidence/incident into action.Convey a clear, logical transition from your first evidence/incident into action.

Action State the action you recommend.State the action you recommend. Be specific: “I recommend…”Be specific: “I recommend…” TIP State your points clearly and with confidence.

Benefits State the benefits to your audience for taking this action: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 audience’s interests, needs, and preferences.

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.Make the actions and benefits credible by using reliable, verifiable evidence. Evidence may take the form of statistics, demonstrations, testimonials, incidents, or exhibits. Benefit #1Benefit #1 –Evidence Benefit #2Benefit #2 –Evidence Benefit #3Benefit #3 –Evidence

Close Restate the specific action you recommend and the key benefits. State the benefits last.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.