1. Pitching a story idea
Laura Ruel
November 24, 2009
With concepts from Theresa Lina Stevens
and Dale Carnegie & Associates, Inc.
lauraruel.com/design
18. Selling Your Ideas
Dale Carnegie & Associates, Inc.
TIP
For additional advice see
Dale Carnegie Training®
Presentation Guidelines
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19. 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.
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20. Opening: Give Evidence...
• Relate an incident that clearly
illustrates your main point.
• Keep an incident focused.
• Edit for clarity and relevance.
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21. Bridge
• Convey a clear, logical transition from
your first evidence/incident into
action.
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22. Action
• State the action you recommend.
• Be specific: “I recommend…”
TIP
State your points clearly
and with confidence.
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23. 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
audience’s interests, needs,
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and preferences.
24. 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
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25. 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
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presentation are critical
to its success.
