CHARLES BRENNAN specializes in the advancement of experienced sales professionals. His innovative curriculum is one of only a few in the country specializing in the development of sales professionals with at least one year of experience. His core competencies are focused on advancing interaction, dialogue and accelerating decisions.
He is employed by Fortune 500 companies for the continued development of the talents of their seasoned sales professionals aspiring to reach the next level of productivity and performance. Identified as one of the best sales trainers in the country, Charles Brennan is the author of McGraw Hill's book "Take Your Sales to the Next Level", AMACOM's best selling business paperback book "Sales Questions that Close the Sale" and award winning hardcover book "Proactive Customer Service." Due to his innovative and proven ideas and skills, his firm has been identified as one of the Top Ten Sales Training Companies in the country by Selling Power Magazine.
For the past twenty-five years, over two million professionals have adopted, read and participated in Charles Brennan's sessions, programs and concepts. Approximately seventy-five percent of his customers have over fifty thousand employees. Twenty-five percent of his customers have enrolled over one thousand of their professionals in his programs. The average results generated from the application of his skills have been an increase of sales performance of twenty percent.
- Advancing Interaction and Dialogue - At the beginning of most contacts, an awkward moment occurs when the customer asks "What's up?" or "What do you have for me today?" At this instant, the good salespeople are separated from the average. The advanced skills presented in this program teach how to: pace and control a conversation, understand the true interest level of the customer and how to move a relationship forward. Introducing the concepts of Categorizing and the Quarter-Half-Quarter Model, participants learn how to pace a conversation and understand
the customer's receptivity to change.
Focused on establishing a stronger and more profound relationship, participants are introduced to the concept of Recital versus Dialogue questions and why relationships plateau. This session will develop an individual's ability to differentiate themselves, their offerings and business opportunities. Introducing advanced questioning skills called Dialogue and Multi-Layered Probes, participants will be able to effectively engage the customer in critical thinking. Applying these skills help them to: converse like a peer, raise the level of discussion, gather key information to initiate change, uncover hard to get information, and gain intellectual access to raise the level of conversation.
- Advanced Closing Techniques : Accelerating Decisions - During every sales call there can be an awkward moment when the message is delivered and the close is expected. Surveys suggest, at this moment most sales professionals don't know how to assertively close or feel that they have earned the right. Field proven to increase the ability to close, the concepts presented in our Advanced Closing program give participants of all levels a set of skills to get a non-user customer to an advocate. Introducing a series of advanced closing techniques called Reciprocal Consideration, Futuring and the Sales Map, participants learn how to shorten the sales cycle and gain commitment on every contact.
Applying the advanced skills presented in this program, participants will be able to focus on moving a customer's market share to the next level of usage, and learn how to adapt the Reciprocal Consideration close at the end (or beginning) of every contact to trigger a compliance rate as high as 80%. This program provides a road map on how to: move the light user to a moderate, the moderate user to an advocate; understand where the customer is on the adoption continuum and how to gain realistic commitments that avoid false acceptances.
Also, participants learn how to manage and respond when customers indicate interest but postpone their commitments. Introducing the concept called "Futuring", learn how to build respect, manage a customer's non-committal response and move the relationship forward on every contact.
- Advanced Listening Skills - 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 salesperson's ability to listen and carry a conversation. A series of interactive exercises help 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 professionals how to identify the spoken and unspoken word thus separating 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 essential information. Interactive and loaded with skill development exercises, this session builds life skills that are transferred from personal to professional life.
- 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 participants 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.