|
First Day: 9:00 AM -- 5:30 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
My Favorite Car
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
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
Adjourn at 5:30 PM
Second Day: 9:00 AM -- 4:00 PM
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 Insights
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
Live Coaching
Conference Calls
The First Five Things
to do When You Get Home
Closing Round
Adjourn at 4:00 p.m.
|
