NOTE: There are FOUR two-hour online workshops in this course—each at 3:00pm Eastern Daylight Time. You can convert this time to your local timezone here.
Workshop 1: Monday 19 October, 3:00pm – 5:00pm (EDT – New York)—Foundations of sales storytelling
Workshop 2: Tuesday 20 October, 3:00pm – 5:00pm (EDT – New York)—Connecting and building trust
Workshop 3: Monday 26 October, 3:00pm – 5:00pm (EDT – New York)—Selling change with stories
Workshop 4: Wednesday 28 October, 3:00pm – 5:00pm (EDT – New York)—Getting the decision
*Prices listed in USD. Form displays after five seconds.
Buying decisions are driven by both rational and emotional thought processes and sellers who fail to engage, persuade, and inspire emotionally are missing opportunities. Telling the right type of story at the right part of the buying process is the key to engaging both the rational and emotional sides of your buyer.
We’ve been teaching business storytelling for over 15 years now and have helped some of the world’s largest corporations put stories to work including Microsoft, Mars, Electronic Arts, Teradata, SAP, and Danone. We can help you develop practical story skills.
And we help sellers do this with our Story-Powered Sales* program that will teach you the techniques you need to effectively tell the story of your products and services, discover your prospect’s stories, and close more and better deals faster.
This program is delivered as four online workshops followed by a 4-month deliberate practice program (DPP) designed to build your story-selling habit.
Stories that share insight and convey emotion inspire a prospect to take the next step. Your buyer wants to know how others did it, and how your offering made a difference. Bullet points just don’t cut it. Instead, a well-told story helps prospects picture a future where they’re benefitting from your solution.
Work on real opportunities
Sellers are busy people. It’s hard for you to put aside a day to learn a new skill. That’s why we encourage you to bring a live opportunity and improve it with stories to help make progress in closing your sale.
Finding stories for you to tell
You will have your own stories, but often they are hidden away in the recesses of our memories. During the program, we’ll help you remember your stories to build up your story library.
Fits with your Current Sales Process
Story-Powered Sales integrates with your sales approach to enhance what is already in place. CRM and sales methodologies help track and steer opportunities but Story-Powered Sales teaches salespeople how to have the crucial conversations that enable your sales strategies.
Teaching storytelling skills and making them stick
Story-Powered Sales is not a one-off event, but a complete 4-month program. It includes:
Four two-hour online workshops. The workshops are highly interactive as we firmly believe in the power of practical activities to foster learning. You will engage in hands-on activities during and between the webinars to build your storytelling skills and confidence;
An online course which explains exactly how to use your new stories for prospecting, meetings, proposals, and presentations;
And, each week, you’ll receive a short email containing tips and story examples to help embed your new story skills.
The Deliberate Practice Program includes online support, with the opportunity to ask questions and share your experiences at any time.
(Story-Powered Sales was formerly called Storytelling for Sales.)
Who should attend?
Story-Powered Sales is for any business developer, seller or sales manager who wants to influence, inspire, and make more sales, faster. The course is also suitable for professional services people.
About your presenters
Mike Adams is the author of the bestselling book Seven Stories Every Salesperson Must Tell. Mike works around the world helping sales teams find and tell their best stories. Mike has performed sales story-work all over the world for global companies such as Schlumberger, Nokia, Siemens, Motorola, and Halliburton and in Austalia with Spotless and Ausnet Services to name a few.
What setup do I need for the webinars? You’ll need a quiet location with good broadband access. It helps a lot if you have a good quality microphone and you’ll get more from our visuals if you have at least a laptop-size screen. Please have yourself well lit so the other participants can see you well. We’ll be practicing oral stories and we want to be able to see your facial expressions and body language. For the story coaching between webinars, you’ll need the WhatsApp program installed on your smartphone.
What course materials do I get? As soon as you register we’ll send a physical copy of the course workbook. You’ll be able to use a temporary PDF file of the workbook and exercises if we can’t get the workbook to you in time for the first webinar.
What can I do to prepare for the event? Please bring a case study example from your business—that is, the details about another customer that succeeded with your products and services. We’ll turn it into a story.