---
title: "Transition formula"
description: "Three beats from content into pitch."
canonical: https://tomsharman.com/bookshelf/one-to-many/transition-formula/
updated: 2026-11-03
---

# Transition formula

> Three beats from content into pitch.

Jason Fladlien's framework, from One to Many, pp. 139 to 145.

Framework 6 of 8 from [One to Many](https://tomsharman.com/bookshelf/one-to-many/index.md) by Jason Fladlien. Category: Sales and negotiation.

## The steps

1. **Sixty minutes in sixty seconds.** Recap your best ten to twenty points.
2. **Half-dozen yeses.** Six agreeable questions.
3. **The two choices.** Frame the pitch as the second of two options.

## Where it comes from

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.

## The animation

24 seconds, 4:5, no sound.

- MP4: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/one-to-many/transition-formula.mp4
- MP4, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/one-to-many/transition-formula-dark.mp4
- Still: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/one-to-many/transition-formula.png
- Still, dark: https://tomsharman-downloads-006143767029.s3.eu-north-1.amazonaws.com/downloads/bookshelf/one-to-many/transition-formula-dark.png