Identified as one of the best trainers in the country and author of AMA's 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 and management development. He is a veteran of over 1600 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 and management programs since 1984. Humorous, engaging and loaded with content, his concepts have helped over 1.5 million professionals from the pharmaceutical, medical, accounting, technology, banking/finance, insurance, healthcare and manufacturing industries.

• The Right Question - At the beginning of most sales calls, an awkward moment occurs when the customer says "What's up?" or "What do you have for me today?" At this instant, the highly effective sales professionals are separated from the average. The advanced skills presented in this program teach participants how to ask the right questions at the right time. Introducing questioning skills called Dialogue and Multi-Layered Probing questions, participants are taught how to effectively initiate interaction when time is limited and bring value when time is extended.
  
  
• 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 sales professional'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.
  
  
• Advanced Closing - Field proven to increase a salesperson's ability to close, the concepts presented in the Advanced Closing program give participants of all levels of experience a strategy and tactical plan on how to get a non-user of their product/service to become an advocate. Introducing a series of advanced closing techniques called: Reciprocal Consideration, The Sales Map and Futuring, participants are taught how to trigger positive responses from the customer that will enable them to obtain a closing and compliance rate as high as eighty percent.
  
  
• 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 sales professionals 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.