About Charles Brennan
During his pursuit of developing advanced selling skills, he has been identified as one of the top 10 trainers in the country and has authored a series of books for McGraw Hill and American Management Association. His techniques have been featured in many leading publications and called a breakthrough approach in sales and management development.
He is a veteran of over 2,000 live and virtual presentations. To date, his material has been delivered to millions of sales and business professionals. Charlie’s concepts are the primary training format for many mid-sized to Fortune 500 companies ranging from: pharmaceutical, medical, accounting, technology, banking/finance, insurance, healthcare and manufacturing fields.
Charlie holds a Master’s Degree in Training and Development. He has been featured on the Peter Lowe Success tour and authored “Take your Sales to the Next Level,” “Proactive Customer Service” and “Sales Questions that Close the Sale.”
Recently he has completed a case study to determine what impedes top level sales performance, Charlie’s powerful message shares the four key factors to sales success. Engaging, thought provoking, interactive and entertaining, his methods enable any sales professional to elevate performance and achieve the level of excellence.
Gaining Attention and Impact
Using the skills and approach presented in this module, participants will know how to effectively open the call, differentiate themselves and capture undivided attention and interest. This content will shed a better understanding of the sales professional’s purpose by creating greater awareness, value and direction. Knowing how to improve their approach/opening comments will enable the sales professional to resonate and connect with the customer to align as a partner and resource.
Changing the perspective and attitude of the customer is essential for growth. This session provides the skills to transition effectively when the customer approaches the sales professional with their most common openers.
Participants will be introduced to:
- skills to open the call
- transitions to set the stage for full engagement and information sharing
- pathways for discussion to gain attention
- ways to improve touch points
- skills to initiate dialogue
Advancing Interaction and Dialogue
Introducing the concept of Recital vs. Dialogue questions, this session assists participants in discovering that most of their questions generate recital answers. A recital answer is a response from the customer that requires little to no thought. It is a question that gets them to simply give information already known.
Advanced Interaction and Dialogue skills are essential to put the customer at ease and get them talking to discover new information. The advanced skills presented in this session will elevate the sales professional’s ability to ask the right questions at the right time. Introducing “Bridge” questions and two newly re-formatted questioning skills called Dialogue and Multi-layered, participants will be able to effectively initiate interaction by capturing the thoughts and concerns of the customer.
Applying these skills enables participants to be more successful at:
- uncovering needs
- increasing access to difficult to see customers
- creating meaningful discussion
- prompting the change of the customer’s thought process by raising the level of conversation
Introducing a series of advanced closing techniques called Reciprocal Consideration, and Futuring, participants learn how to shorten the sales cycle and gain commitment on most contacts.
Field proven to increase a sales professional’s ability to close; the concepts presented in our newly revised program provide achieve a closing ratio as high as 80%.
This program provides a road map on how to: move a non user to an advocate; understand where the customer is on the adoption continuum and gain realistic commitments that avoid false acceptances.
Presenting an assertive approach to the marketplace, participants will know how to close: on their “friends”, when opportunities are limited, when time is short, and manage the customers who can’t make a decision.
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