Pitch: Step 6 Sequencing

Audience analysis done, objective set, biggest problem/solution defined, evidence collected and anecdotes written. Next is to take all our relevant evidence and sequence it.  We are going to use Andrew Abela’s SCoRE. This stands for Situation Complication Resolution Example.

Situation: The reason for this presentation: something that everyone in your audience will agree on: “We are here today to / because / …etc.”

Complication: A problem that the audience has (fromstep 3): “The problem you have is…”

Resolution:  Your contribution to solving this problem: “The solution I am proposing is…”

Example:  An illustration of your contribution: “Here’s an example of what I mean…”

Complication:  The most likely “come-back” to what you’ve proposed: “Yeah, but…”

Resolution:  How you resolve that objection: “The solution to that is…”

Example:  An illustration of your response: “Here’s an example…”

Complication:  The most likely objection to your response: “Yeah, but…”

Resolution:  Your next response: “The solution to that is…”

Etc. until you have disposed of all likely objections

This of course is not a one way dump of information (unless the client says so) but a conversation.  You’ll find that as you start to walk through this process the audience will start to interact with you because you are talking about the their problems and how you are going to solve them.  It’s about the client – not you.

Categories: Pitch

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