Charles Brennan

Biography

Identified as one of the best trainers in the country and author of McGraw Hill`s Take Your Sales To The Next Level, the 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 development. He is a veteran of over 2,000 presentations. His concepts are the primary training format for many Fortune 500 to mid-sized companies. His knowledge 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 programs since 1984. Humorous, engaging and loaded with content, his concepts have helped millions of 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.

Publications

Take Your Sales to the Next Level:
Advanced Skills to Build Stronger Relationships and Close More Deals

"Take Your Sales to the Next Level" will help you expand your customer relationships into higher levels of commitment -- and close more sales! You will learn the critical steps of selling: engaging customers in real, in-depth conversations that lead to new opportunities, critical thought, and ultimately unique solutions. Discover the secrets to improving your questioning, listening, and closing skills -- which are what separates competent sales professionals from the truly great ones.

Titles

The Right Question
Called a breakthrough approach by leading publications, the advanced questioning skills presented in this program teach the difference between recital and dialogue questions. 90% of all questions get the customer to recite what they already know. Introducing advanced questioning skills called Dialogue and Multi-layered, participants learn how to ask the right question, at the right time, to be more successful at uncovering needs, gain greater access to difficult to see customers, raise the level of discussion, gather key information, and to carry a conversation in order to expand the discussion and build better business relationships.

Advanced Closing Techniques
This program introduces advanced methods of closing the sale. Field proven to increase a salesperson`s ability to close, the concepts presented in this program give participants a strategy and tactical plan on how to convert a non-user of their product or service to an advocate. Introducing over five psychological influencers, participants are taught how to trigger positive responses from the customer that will enable them to obtain a closing success ratio as high as 65%.

This program provides a road map on how to close, understand where the customer is on the buying continuum, gain realistic commitment throughout the sales process and know how to check in on the progression of their business relationship. Presenting an assertive approach to the marketplace, our tested methods provide a benchmark of best practices, methods of measurement to qualify the customer`s true interest level and the skills required to close on every call.

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.

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 salesperson`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 participants 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 creates 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.