My favorite format for script / pitch one pagers

To follow up on my previous posts about scripts, I wanted to touch on useful ways to make these scripts easier to apply for your sales team.  Obviously you can just hand people a paper with the script typed out, but I think slightly more structure can help.

In the situation where your team has a deck, you can use the format below to clearly communicate which points are important to convey during which slides, and then in the far right column you can show specific scripting lines.

The advantage of this format is that as the sales person gets more comfortable with the material, they can simply glance at the talking points for reminders of the main topics for each slide.

Outline:

Slides

Talking Points

Scripting Lines

Slide 1

  • Talking Point 1
  • Talking Point 2
  • Scripting 1
  • Scripting 2
  • Scripting 3

Slide 2

  • Talking Point 1
  • Talking Point 2
  • Scripting 1
  • Scripting 2
  • Scripting 3

Slide 3

  • Talking Point 1
  • Talking Point 2
  • Scripting 1
  • Scripting 2
  • Scripting 3

 

To get more tactical, lets use a real deck.  Thank you Peter, who let us use Talentbin’s deck as the example.  You can find his new project here on Founding Sales, and his talk on sales decks here.  We’ve broken the slides from the deck into each step, typed up short hand talking points, and then provided full scripting in the right hand column:

Slides

Talking Points

Scripting Lines

Slide 2

Screenshot_012616_101704_AM Screenshot_012616_101641_AM Screenshot_012616_101610_AM

  • Intro
  • Who’s in the room?
  • “I’m Evan, and I’ve been with Talentbin for 3 years…”
  • “Could we go around the room and do introductions?”

Slide 2

Screenshot_012616_101641_AM

  • How the world is changing
  • Monster used to be the single source
  • Then Linkedin
  • “Clearly we’re all here talking about recruiting software because the world got more complicated and there’s a lot of differnt options out there.”
  • “It used to be that people only used Monster.com, we would submit and wait”
  • Then the world moved to a more engaging /dynamic professional social media platform, Linkedin”
  • “Now….”

Slide 3

Screenshot_012616_101610_AM

  • Not all candidates are the same
  • The promoter candidate
  • The passive candidate
  • “Wouldn’t it be great if every single candidate was like me, I’ve put x, y, and z on my linkedin profile”
  • “My colleague Bob, he’s an engineer, and he doesn’t even have a photo on his linkedin profile, in fact, he never checks his profile”
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