Charles D. Brennan, Jr. is author of McGraw Hill’s “Take Your Sales to the Next Level”, American Management Association's best selling paperback book “Sales Questions that Close the Sale” and award winning book, “Proactive Customer Service”.
President of Brennan Sales Institute, a professional advanced sales and management training company, his concepts have been introduced to over two million business professionals with an average reported increase in performance of 20%.
His techniques have been called a breakthrough approach by leading publications and have enhanced and complemented the training formats for many Fortune 500 and mid-sized companies.
A veteran of over 2,500 seminars, Charlie Brennan holds a Master's degree in training and development and has over twenty years of sales experience.
To book sales and management training speaker Charles Brennan call Executive Speakers Bureau at 901-754-9404.
Advancing Interaction and Dialogue
Advanced Interaction and Dialogue skills are essential to further put the customer at ease, get them talking and discover new information. The advanced skills and templates presented in this component will elevate knowledge around how to structure a series of well thought out questions to move the customer’s mind set from unreceptive, to receptive, to accepting, to recommending. Practice around the Dialogue Probe, Multi- Layered Probing Question and the introduction of a new question, Bridging, will enable participants to accelerate the business discussion and bring about the advancement of the customer’s mindset. Using an easy to use template, participants will converse like a peer and gather key information to create critical thinking and a re-assessment of the customer’s current purchasing habits.
Introducing a series of advanced closing techniques called Reciprocal Consideration (RC), and the sales map, professionals learn how to shorten the sales cycle and gain commitment on most contacts. Field proven to increase the salespersons’ ability to say “Goodbye” or close, the concepts presented in our Advanced Closing program provide a re-formatted easier to use RC close to get a non-using customer to an advocate.
This component provides a road map on how to accelerate the mindset of the customer, understand where they are on the adoption continuum and how to gain realistic commitments that avoid false acceptances. Presenting an assertive approach to the marketplace, participants will know how to close: on their “friends”, when opportunities are limited, when time is short, and manage the customer who indicates they understand the product and recommend it all the time, but don’t.
Also, participants will learn how to manage and respond when customers indicate interest but postpone their commitments. Introducing the concept called “Futuring”; professionals learn how to manage a customer’s non-committal response to gain a true understanding of their intent to move the relationship forward.
“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.”
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