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| Charles Brennan |
| Sales Training Expert |
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Fee Code: 3 |
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Identified as on of the best trainers in the country and author of AMA’s best selling book Sales Questions that Close the Sale and the award winning book, Proactive Customer Service, Charlie Brennan brings a unique blend of innovative skills and real world application to his presentations. His techniques have been featured in many leading publications and called a breakthrough approach in sales and management development. He is a veteran of early 2,000 presentations. His concepts are the primary training format for many Fortune 500 to mid-sized companies. His master’s degree in training and development and understanding of adult learning enables him to conduct interactive, challenging and memorable presentations.
Charlie’s experience on the platform, as well as in the field, has enabled him to connect with his audience. As president of his own firm, he has been a provider of advanced sales and management programs since 1984. Humorous, engaging and loaded with content, his concepts have helped over two million professionals from the pharmaceutical, medical, accounting, technology, banking/finance, insurance, healthcare and manufacturing industries.
No matter what the audience size, Charlie’s presentations will speak to your professionals about their day-to-day challenges. Based on extensive and ongoing research, he is able to customize every presentation and provide innovative and advanced concepts to resolve their issues. His sessions are interactive and enjoyable to attend. Many who leave his programs say it will impact their performance immediately. Charlie will challenge the most experienced professional as well as provide a map for a professional just entering into the world of sales and management to achieve success.
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The Right Question
At the beginning of most sales calls, an awkward moment occurs when the customer says “What up?” or “What do you have for me today?” At this instant, the highly effective sales professionals are separated from the average. The advanced skills presented in this program teach participants how to ask the right questions at the right time. Introducing questioning skills called Dialogue and Multi-Layered Probing questions, participants are taught how to effectively initiate interaction when time is limited and bring value when time is extended. Introducing the concept of Recital versus Dialogue questions, participants realize the need to restructure their questions to raise the level of discussion and enhance customer relationships. Actively involved in a series of interactive and experiential industry specific activities, participants learn how to improve their questions to the next level of effectiveness. Focused on crafting “customer specific” questions, participants will know how to seek and uncover critical information and improve intellectual access that gets the customer to stop, reflect and respond. Applying the advanced questioning skill entitled Multi-Layered; participants are able to differentiate themselves, present thought provoking questions and gather key information from the customer otherwise unavailable to the competition. Applying these skills enable participants to be more successful at: uncovering needs, increasing access to difficult to see customers and creating meaningful discussions that positions them as a peer and valued consultant.
Listening to Understand
This module provides a framework to listen effectively and carry a conversation to know how and when to listen. The session teaches how to avoid the common pitfalls that plague a sales professional's ability to listen and carry a conversation. A series of interactive exercises help program participants learn how to truly uncover the issues, needs and desired outcomes of the customer. Foundation listening skills, along with advanced communication skills, are introduced during this seminar. These skills show sales professionals how to identify the spoken and unspoken word that enable them to separate themselves from others because of their intuitive ability to hear what others can't. Identifying traits that are essential to effective listening, participants will be able to know the intent of the customer; stay focused on the customer and create an environment that is conducive to complete disclosure and the sharing of sensitive/confidential information. Interactive and loaded with skill development exercises, this session builds life skills that are transferred from personal to professional life.
Advanced Closing
Field proven to increase a salesperson’s ability to close, the concepts presented in our Advanced Closing program give participants of all levels of experience a strategy and tactical plan on how to get a non-user of their product/service to an advocate. Introducing a series of advanced closing techniques called: Reciprocal Consideration, The Sales Map and Futuring, participants are taught how to trigger positive responses from the customer that will enable them to obtain a closing and compliance rate as high as eighty percent.
This program provides a way to design a road map on how to close, understand where the customer is on the adoption continuum and how to gain realistic commitments on every contact to shorten the sales cycle.
Presenting an assertive approach to the marketplace, the tested methods in this program provide participants with the skills and confidence to: gain commitment on every contact, generate more business from customers who spread the business around, close on friends and gain traction in relationships that are stalled and protect advocates.
Participants also learn how to manage and respond when the customer indicates interest but postpones their decision. Introducing the concept called “Futuring”, participants learn how to build respect, respond to a customer’s non-committal answer and move the relationship forward Resolving Objections
Participants learn how to understand the customer's thought process to eliminate half of the objections and resistance they encounter. Neutralizing is the unique concept presented in this topic that will show participants how to focus on the customer's desired outcomes and strip away resistance. This easy multi-step process shows sales professionals how to: neutralize and question to stabilize the relationship, manage and eliminate resistance, present the most advantageous ways to handle concerns and maintain control of the conversation or call.
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“We searched the country to find a program and speaker that would help us differentiate ourselves in the marketplace, Charlie Brennan is the one we selected over all the rest.”
“It’s a new way to get more information from your customer by re-phrasing questions. This class makes you think through each and every interaction with my customers. I will better connect with my customers and be better prepared.”
“The program was superb. I saw an improvement by the time the class was over. I will be a better salesperson because of this class.”
“It’s interactive, dynamic and informative. It’s a new way to promote dialogue in my real world. These skills will improve my relationships with my customers.”
“I have been a representative for over 21 years now, and I cannot think of a program that has had more of a positive effect than the BSI program. I can’t say enough about the program’s positive results. If you haven’t tried it, please do yourself a favor and try it. IT REALLY WORKS!”
“This questioning technique sets you apart from other salespeople and creates newfound respect with your customers. Anytime I have implemented MLPQ, I have definitely gained more time with key decision makers as well as opened the door to sharing more in-depth information on the given topic.”
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