Where
Garland Building Conference Room111 N Wabash Ave Ste. 910
Chicago, IL 60602
Driving Directions
IL NAELA PRESENTS
SELLING WITH STORIES PROFESSIONAL WORKSHOP with SCOTT FARNSWORTH
IL NAELA Is hosting a live, on-site, intensive, two-day Selling with Stories Professional Workshop is for those who want the best possible experience as they learn this process, and who are looking for the quickest and most effective path to implementation. The Workshop is taught personally by Scott Farnsworth.
Selling with Stories
Agenda
May 20
Breafkast: 8:00 AM
First Day: 8:30 AM – 5:00 PM
Section 1: Welcome and Introduction
My Story
What I Sell Makes a Difference . . .
Big Ideas
Insights and Objectives
Four Keys to Lasting Change
Section 2: Three Simple Secrets
Stories = Connections = Customers
Section 3: How Stories Work
Fire & Water
My House
The Chicago Hospital Study
Section 4: Mr. Analytical, Mr. Intuitive
Which Prospect Are You Speaking To?
Section 5: The Whole and The Sum of the Parts
The Double Your Sales Flowchart
Role Play and Demonstration of the Entire Process
Section 6: The Banana/Lettuce Story
Your Engagement Meeting Agenda
Section 7: The New Me Story
Creating It—Telling It
Section 8: The Who Are You Story
Principles and Guidelines
The Art of the Story-Leading Question
Section 9: The Worry Story
Problem Solver Worksheets
Ideas and Insights
Overnight Assignments
Closing Round
Adjourn at 5:00 PM
MAY 21
Breafkast 8:00 AM
Opening Round: Sharing Big Ideas
Review, Q & A
Section 10: The Hidden Waterfall Story
Problem Solver Worksheets
Ideas and Insights
Section 11: The Consequences Story
The Problem Solver Worksheets
Ideas and Insights
Section 12: The Benefits Story
Problem Solver Worksheets
Ideas and Insights
Section 13: The Kind of Like You Story
Problem Solver Worksheets
Ideas and Insight
Section 14: The How We Do It Story
Create the Diagram, Tell the Story
Section 15: The Investment Story
The Investment Story Worksheet
Section 16: The Dress Rehearsal Story
Analysis-Leading Questions
Choose Your Favorite Variations
Section 17: The Next Step Story
Identify Possible Next Steps
Section 18: Creating Your New Support Set
Your Study Group
Eight Weeks of Follow-up and Review
The First Five Things to do When You Get Home
Closing Round
Adjourn at 5:00 PM