Charlie Brennan has shared the platform with many notable speakers ranging from Secretary of State Colin Powell, Christopher Reeve, Elizabeth Dole and countless other highly motivational speakers. Charlie has developed the talents of over a million professionals to help sharpen their sales and communication skills to increase future opportunities through his advanced selling programs. As founder of the Brennan Sales Institute, he has researched communication skills and dialogue exchange between experts and customers, which resulted in his best selling paperback and award winning books and programs. He holds a masters degree in training and development and is a veteran of over 2,500 presentations. His 20 plus years in training and sales has enabled him to be called one of the best sales trainers in the country.
TOPICS
Advanced Questioning “The Right Question”
The Right Question teaches how to ask the right question at the right time. Presenting advanced questioning skills, participants will be able to gain access to difficult to see customers, uncover their real needs, raise the level of discussion, gather key information, and expand the discussion to build a better business relationship.
At the end of this program, participants will be able to:
- Strengthen existing relationships and generate new opportunities
- Differentiate in a competitive, parity driven market
- Engage a customer at a high level of conversation, gain more insight into the customers’ real needs and build trustworthy relationships
Advanced Closing Techniques
The concepts presented in this program give participants a strategy and tactical plan to convert a non-user of their product or service to an advocate. Introducing advanced closing skills, participants get a road map on how to close, understand where the customer is on the buying continuum and gain realistic commitment throughout the sales process.
At the end of this program, participants will be able to:
- Gain commitment on every contact
- Apply advanced closing triggers
- Create a pre- and post-call sales plan for closing
- Identify areas for commitment
- Check on the progression of the business relationship
Advanced Listening
Introducing foundation to advanced listening skills, participants learn how to hear what others can’t. Identifying traits that are essential to effective listening, participants will be able to know the intent of the customer, stay focused and create an environment that is conducive to complete disclosure.
At the end of this program, participants will be able to:
- Accurately paraphrase what a person wants done
- Identify additional issues to expand the conversation
- Uncover the source that initiated the topic discussions
- Create a relationship of trust and understanding
- Make the customer feel comfortable sharing hard to get information
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