Selling Your Ideas BA 3750 SALES MANAGEMENT Copyright © 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