SituationComplicationResolution Framework Taken from the same methodology film

Situation-Complication-Resolution Framework Taken from the same methodology film makers use to develop stories: Situation To take someone on a journey, you must first know where that journey begins. In this first act, define the status quo. What is the critical business issue or challenge your prospect is experiencing, how is he addressing it, and what is the impact? This act lays the groundwork for why your prospect needs to change and assures him you have a clear understanding of his situation. Ending this first act by painting a brief picture of where this journey can lead (i. e. , current state versus potential future state) creates an uncomfortable but necessary disparity between where your prospect is and where he wants to be. Complication In this act, introduce complications or consequences that are likely to arise as a result of your prospect not taking action, or choosing an inadequate solution to his problem. Create tension which will make sticking with the status quo or putting off a decision less desirable. Because most people are uncomfortable with indecision, tension taps into our innate human desire to solve the problem. Widening the gap between pain and relief increases your prospect’s urgency to take action. Resolution Finally, when tension is at its peak, relieve that tension by providing a clear solution to the problem and making it easy for your prospect to act upon. While many structures require the presenter to deliver a heavy handed close at this point, in the SCR structure, the resolution comes as a natural conclusion to the journey. Source: https: //blog. hubspot. com/sales/persuasive-sales-presentation-structure

Situation Complication Resolution