Friday May 20, 2016 at 8:00 AM CDT
Saturday May 21, 2016 at 5:00 PM CDT

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Garland Building Conference Room 
111 N Wabash Ave Ste. 910
Chicago, IL 60602

Driving Directions 


Nina Vidmer 
NAV & Associates 




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


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