"In the history of recorded time, no customer has ever said, ‘Your price is too high,' and meant it." - Chuckism #6. There has been more change in the world of sales in the past eight months than there has been in the past twenty years. Your sales professionals can learn to overcome - or even eliminate - the price objection. High energy, many new ideas and practical techniques are covered. Tailored to the nth degree.

The emerging position of Chief Sales Officer, CSO, is becoming increasingly popular for cutting-edge companies. Instead of simply changing the title of the sales leader, the CSO position is as strategic as any other C-Level, is forward facing and capitalizes on the advanced sales analytics and associated tools. Learn to think differently as a sales leader.

Popular topic for CEOs, business owners and senior sales leaders.

The world needs winners and heroes - which are you? What do winners and heroes have in common? After all, both are awarded medals but what differentiates the winner versus the hero mentalities?

Built from Chuck's experience as a top salesperson for AT&T and as a CEO coach (more than 700 presentations) and from his experience as a decorated Vietnam veteran.

Inspire your people to go to the next level.

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.

Be a Hero
Based on Chuck's newest book (as seen on CNN) "A Boy Becomes a Man in Nam". This motivational talk is designed for all audiences, builds on Chuck's experience as a decorated Vietnam veteran and taps into the current trend of rewarding veterans.

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.