Chuck Reaves

Biography

After spending ten years as an entry-level employee at AT&T, Chuck was promoted to account executive and was the highest producer of 1,100 salespeople. He was promoted to sales manager and received numerous sales honors and awards. His ability to manage difficult situations gained him distinction within the Bell System and made him a frequent speaker at AT&T sales schools.

His first book, The Theory of 21, is the result of his years of success in the corporate environment. Chuck has proven his theory about accomplishing the impossible with astounding results by applying it to his life and to the lives of others. His book, Never Take Money From A Stranger, teaches how to ask for whatever you want and get it. He is also the author of P.L.U.S.H.

As a consultant, Chuck has worked with large and small companies to assist them in achieving their impossible goals. He served as the president of a thirty million dollar company, made sales calls for a multi-billion dollar corporation and even served as press secretary for a Congressional candidate. He believes in doing what it takes to accomplish his client`s goals.

As a speaker, Chuck has influenced many people in various occupations all over the world. His ability to deliver a powerful, concise, useful and entertaining message has earned him recognition from two Presidents of the United States, other dignitaries and numerous honors including "Veteran`s Advocate of the Year", and "Outstanding Georgia Citizen". The National Speakers Association (NSA) bestowed "Certified Speaking Professional", and "Council of Peers Award for Excellence" designations. He is a frequent guest lecturer at various colleges and universities. He speaks internationally as schedule permits.

Chuck is a decorated Vietnam veteran.

Publications

The Theory of 21

Why do people succeed? When we look at successful people we see people of all demographics: old and young, male and female, rich and poor - even educated and nearly-illiterate. So what makes them successful?

Chuck Reaves studied the lives of hundreds of successful people and found the common thread. This is a principle that you can use to achieve your success in life, however you define success. At first it will seem simple. The concept seems to be that you never give up. However, there is much more to perseverance that just keeping on keeping on.

Using The Theory of 21, you can learn how to map out your success, how to overcome the inevitable obstacles and, best of all, how to find the people who will help you. You will learn how to be a 21 and which type of 21 you will want to be.

Titles

Value Added Selling
When the customer says "Your price is too high," what they really mean is "I don`t perceive the value to be equal to the cost." The inexperienced salesperson immediately tries to lower the price. The professional, value-added salesperson tries to raise the value. This program teaches the principles and techniques that teach your salespeople how to raise the value of your product or service, in the customer`s mind. It will be customized to your company and industry for maximum effectiveness.

Customer Servicing
The entire area of customer service has gone through an evolution that rivals the changes in any other segment of corporate America. "Excellence" and "Quality" left in their wake companies that are delivering better products and services, and now customers are also demanding the same level of quality in their relationships with their vendors.

To develop this program we interviewed, of all people, the customers of our major clients. We learned what their expectations were, what they were looking for in the area of customer service, and we also had a few surprises. Then we developed one of the newest, most comprehensive programs to help you address the wants and needs of your clients.

Change
Everyone opposes change at some level, even when it has been clearly demonstrated to us that change is inevitable and brings opportunity. Chuck teaches how to recognize the importance and value of change, as well as how to identify ways to make change happen effectively and profitably. People learn to coordinate their personal and professional goals while implementing change, and how to stimulate change in others.

The Theory of 21
For every person who will say yes, there are twenty who will say no. For a positive response, you must find the twenty-first person. This is Chuck`s cornerstone theory that inspires people to set and attain higher goals, recognize and understand negative input, and gain a renewed interest in accomplishing greater things. Highly motivational.

Sales Management
Managing the sales professional is not like managing any other employees. Here we look at the entire sales process and help the participants decide how they can best manage their sales force, based on quantifiable factors. Coaching, motivating, and incentive programs are covered in new and exciting ways, that help you determine which structure is best for your organization.

Basic Selling Skills
A powerful introduction to sales for new salespeople and a great refresher course for seasoned veterans. This module gives an overview of the sales process and gives pointers for increasing sales efficiency and effectiveness.

Personal Development
The seasoned sales professional typically neglects this important element of sales performance. This module explains the three critical elements of personal development and how to balance each. Senior salespeople respond to this module very positively, saying it is one they`ve never heard before.

Trade Show Selling
If your people exhibit at trade shows, this module can teach them how to use value-added selling in the trade show environment. They will learn the three reasons for trade show participation, and how to use the three stages of trade show selling more effectively.

Selling In A Down Market
In a soft market, a client or potential client has to be approached differently. In this session, Chuck will teach your people how to identify the most appropriate method for calling on a specific account. It teaches them how to position themselves properly for the short term (survival) sales without compromising your future positioning. Too often companies who use a survival strategy such as major price reduction, find it difficult if not impossible to recover from those efforts after the hard times have passed. We use an approach called displaced overhead which the salesperson can use to preserve existing accounts at their current level of profitability, as well as attract new business.

The Legacy You Leave Behind
Isn`t it ironic that someone who used motivation to reach the top can suddenly find themselves unmotivated or even demotivated by their own success? Why do more than 60% of high achievers in any given year, fail to make it the next year? High achievers follow a pattern that is predictable and measurable. As a result, there are some things you can do to help your best people become better and to help your low achievers become winners. This topic addresses those issues.