Charles Brennan is a nationally recognized authority on a breakthrough training approach that is innovative and produces astounding results. It's a new way to cultivate, nurture, and grow long-lasting, profitable relationships with both your customers and prospects. Charles is the author of AMA's best-selling book, Sales Questions That Close The Sale, and award-winning book, Proactive Customer Service, as well as a dynamic and entertaining speaker of 2,000 plus powerful seminars, workshops, and keynote presentations. Join the thousands of professionals from Fortune 500 firms (DuPont, MCI, Coopers & Lybrand, Wyeth Ayerst, Blue Cross/Blue Shield, Baxter, Price Warehouse, Chase Manhattan, Lockheed Martin, Polaroid, Abbott and more...) to mid-sized companies to create a new level of understanding, cooperation, and loyalty... to set you apart from the competition, overcome customer put-offs... and shorten the sales cycle -- with no price cutting or giving away the store.


MOST REQUESTED PROGRAMS:

How to Connect With Your Customer
Establishing relationships with a customer is essential: the only problem is that hundreds of people that compete against you are trying to do the same thing. This topic is about how to connect with your customer and position yourself ahead of everyone else. The recurring theme of this topic is to know how to focus on the customer's issues and give them solutions for their day-to-day challenges.

The Right Question
This topic will teach how to ask dialogue and multi-layered questions to generate the information needed to enhance relationships, build new ones, and gather intelligence from people. In addition, participants will learn how to: - Conduct a thorough assessment of the questions most commonly asked - Understand how to uncover new information and opportunities - Develop relationships, trust, and understnading - Design and pose questions that solicit opinion, new thought, and perspective.

Gaining Commitment
In this topic you will learn how to apply the six critical factors of compliance to increase the likelihood of the acceptance of your requests. This topic will avoid tired, traditional closing methods. Instead it will present a common sense, logical progression of how to move the process forward in a thoughtful manner. These methods can be applied to:
- Gain the right perspective and prerequisites for commitment
- Obtain commitment
- Know when and how to present your idea to gain commitment
- Everyday negotiations

Advanced Listening Skills
This topic shows how to break through the spin-doctor person and get the real story. It tells how to go beyond classic reflective and active listening techniques and secure more information. The conversation map will teach how to conduct an in-depth conversation, explore past occurrences, and gain vital unmentioned information. This topic will explain how to:
- Trace a person's history
- Uncover new information and opportunities
- Expand a person's interest level
- Get information nobody else can

Resolving Objections
In this topic, people will abandon their old stale methods of resolving objections and learn how to understand a person's thought process to eliminate half of the resistance they encounter. "Neutralizing" is a unique concept presented in this topic that will show you how to stop people in midstream and strip away resistance. More specifically, the participant will discover how to:
- Manage and eliminate resistance
- Neutralize and question to stabilize the relationship
- Use the most advantageous approach to handling a person's concerns
- Maintain control of the conversation