Jason Fladlien's framework, from One to Many, pp. 139 to 145.
Sixty minutes in sixty seconds
Recap your best ten to twenty points.
Half-dozen yeses
Six agreeable questions.
The two choices
Frame the pitch as the second of two options.
From chapter: 9. The Transition Formula, pp. 139–145
The transition has three parts: a recap called sixty minutes in sixty seconds, a half-dozen yeses sequence, and the two choices script. The recap speaks as though the audience already possesses what they were taught. Six agreement questions build yes momentum, the last one asking if they would like to go deeper. The two choices script frames the pitch as the second option of a false dilemma, using linking of facts to claims, and positions the sale as a favour.
