1. Selling Your Ideas BA 3750 SALES MANAGEMENT Copyright 1996-98 © Dale Carnegie & Associates, Inc.

2. Opening: Give Evidence... Relate an incident that clearly illustrates your main point. Establish how the incident relates to your audience.

3. Action State the action you recommend. Be specific: “I recommend….”

4. Benefits State the benefits to your audience for taking this action –Benefit #1 Evidence –Benefit #2 Evidence –Benefit #3 Evidence

5. Close Restate specific actions and the key benefits –Action #1 and benefits –Action #2 and benefits –Action #3 and benefits