Harvey Mackay

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Barbara Corcoran

Bob Phibbs

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John Parke

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Don Hutson

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Chuck Reaves

Chuck Reaves, the founder of Twenty-One Associates, Inc., an Atlanta-based sales training and consulting company, is a popular speaker and trainer, and teacher of sales, management, and personal development programs to audiences all over the world.

Reaves began his sales career at AT&T, where, after ten years as an entry-level employee he was promoted to account executive, and became the highest producer out of 1,100 salespeople. Quickly promoted to sales manager, he received numerous sales honors and awards, and his ability to manage difficult situations gained him distinction within the Bell System, and made him a frequent speaker at AT&T sales schools.

Reaves book, The Theory of 21, is the result of his years of success in the corporate environment, and outlines his proven theory about accomplishing the impossible with astounding results by applying it to his life, and to the lives of others. His latest book, Never Take Money From a Stranger, focuses on how to ask for and receive things that appear to be unattainable.

As a sales facilitation expert, Reaves has developed several presentations dealing with sales, including “Value-Added Selling” and “Guerilla Sales,” and in his role as a speaker, he has influenced people in various occupations all over the world. His ability to deliver a powerful, concise, useful, and entertaining message has earned him recognition from two US presidents and other dignitaries, and numerous honors, including Veteran’s Advocate of the Year, and Outstanding Georgia Citizen. Out of 4,000 members of the National Speakers Association, he is one of less than 100 to have received the coveted Speakers Hall of Fame Award.

TOPICS

Value Added Selling
When the customer says “Your price is too high,” what they really mean is “I don’t perceive the value to be equal to the cost.” The inexperienced salesperson immediately tries to lower the price. The professional, value-added salesperson tries to raise the value. This program teaches the principles and techniques that teach your salespeople how to raise the value of your product or service, in the customer’s mind. It will be customized to your company and industry for maximum effectiveness. For rookie salespeople, the course begins with the basics of sales and incorporates value-added principles into the fundamentals of selling. For seasoned salespeople, this program will build on their experience, while debunking erroneous perceptions that occur naturally in old methods of selling. All your people will develop techniques and habits that are essential for selling in any situation. Your people receive the tools to become consultative resources for your customers. They become positioned higher in the customer’s mind and higher in the client’s organization.

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 Reaves interviewed, of all people, the customers of his company’s major clients. He learned what their expectations were and what they were looking for in the area of customer service. Then he developed one of the newest, most comprehensive programs to help you address the wants and needs of your clients. Reaves was able to identify six different types of customers, with a migratory pattern that leads from satisfied to dissatisfied customers. He also learned that this pattern is predictable and manageable. This program will teach your customer contact people how to identify and manage each of the six types of customers. It will teach your salespeople and middle managers how to develop programs and techniques to give the right kind of service to the right kind of customer. And, it will show your executives how and why most of your current customer service resources are misspent and what you can do to significantly improve your customer service without making major changes in your budget, marketing strategy or pricing.

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.

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.

Sales Management
Managing the sales professional is not like managing any other employee. Chuck looks 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. Chuck uses 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 those who used motivation to reach the top can suddenly find themselves unmotivated or even demotivated by their own successes? 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.

Full Biography

Chuck Reaves is the founder of Twenty- One Associates, Inc., an Atlanta based sales training and consulting company. He is a popular professional speakers and trainer who teaches sales, management and personal development programs to audiences all over the world.

After spending ten years as an entry-level employee at AT&T, Reaves was promoted to account executive and became the highest producer out of 1,100 salespeople. He was promoted to sales manager and received numerous honors and awards. His ability to manage difficult situations gained him distinction within the Bell System and made him a frequent speaker at AT&T sales schools.

His first book, “The Theory of 21”, is the result of his years of success in the corporate environment. Reaves has proven his theory about accomplishing the impossible with astounding results by applying it to his life and to the lives of others. His latest book, “Never Take Money from A Stranger”, teaches how to ask for whatever you want and get it.

As a consultant, Reaves has worked with large and small companies to assist them in achieving their impossible goals. He served as the president of a thirty million- dollar bakery, made sales calls for a multi-billion dollar corporation, and even served as press secretary for a congressional candidate. He believes in doing what it takes to accomplish his client’s goals.

As a speaker, Reaves has influenced many people in various occupations all over the world. His ability to deliver a powerful, concise, useful and entertaining message has earned him recognition from two United States Presidents and other dignitaries, as well as numerous honors including “Veteran’s Advocate of the Year” and “Outstanding Georgia Citizen.”

Out of 4,000 members of the National Speakers Association, Reaves is one of only 63 to have received the coveted “Certified Speaking Professional” and “Council of Peers Award for Excellence” designations. He is a frequent guest lecturer at various colleges and universities.

Brian Tracy

Brian Tracy’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined. He has consulted for more than 10,000 companies and addressed more than 5,000,000 people in 5,000 speeches and seminars throughout the US, Canada and 55 other countries worldwide.

Tracy has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology, and is the top selling author of over 45 books that have been translated into dozens of languages. He speaks to corporate and public audiences on the subjects of personal and professional development, including the executives and staff of many of America’s largest corporations.

His exciting talks and seminars on leadership, sales, self-esteem, goal setting, strategy, creativity and success bring about immediate changes and long-term results for those who engage him to address their issues. Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations.

He speaks to corporate and public audiences on the subjects of Personal and Professional Development, including the executives and staff of many of America’s largest corporations. His exciting talks and seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring about immediate changes and long-term results.

TOPICS

High Performance Selling
Brian shows salespeople how to sell more, faster and easier than ever before, against higher-priced competition. He gives them a series of practical, proven techniques they can use to get more appointments and make more sales. They learn how to get motivated and stay motivated day after day. Brian has personally trained more than 500,000 sales professionals with these ideas.

Performing At Your Best!
Learn how to get motivated and stay motivated with a fast-moving series of methods, ideas and techniques each person can apply in every area of life and work. Learn the keys to personal effectiveness, maximum achievement and unlimited success in your field. Brian’s program on the Psychology of Achievement has sold more than 1,000,000 copies in 20 languages worldwide. This talk contains the best ideas for success ever discovered.

Doubling Your Productivity, Achieving Your Goals
Learn how to master your time with a series of practical, proven ideas that work for everyone! Set goals and priorities, focus and concentrate, eliminate procrastination, get going on your key tasks and get more done in less time than ever before. This program has been given to more than 300,000 business people already. Brian’s program, How to Master Your Time is the best-selling time management program in the world.

High-Performance Leadership
Brian gives managers a series of proven strategies they can use immediately to get better results in every area of their businesses. They learn how to think strategically, manage time more efficiently, select the right people, communicate effectively and build peak performing teams; highly informative, loaded with content and both funny and motivational. Brian has given this program in hundreds of companies worldwide.

Full Biography

Brian Tracy is Chairman and CEO of Brian Tracy International, a company specializing in the training and development of individuals and organizations. Brian’s goal is to help you achieve your personal and business goals faster and easier than you ever imagined.

Brian Tracy has consulted for more than 1,000 companies and addressed more than 4,000,000 people in 4,000 talks and seminars throughout the US, Canada and 40 other countries worldwide. As a Keynote speaker and seminar leader, he addresses more than 250,000 people each year.

He has studied, researched, written and spoken for 30 years in the fields of economics, history, business, philosophy and psychology. He is the top selling author of over 45 books that have been translated into dozens of languages.

He has written and produced more than 300 audio and video learning programs, including the worldwide, best-selling Psychology of Achievement, which has been translated into more than 20 languages.

He speaks to corporate and public audiences on the subjects of Personal and Professional Development, including the executives and staff of many of America’s largest corporations. His exciting talks and seminars on Leadership, Selling, Self-Esteem, Goals, Strategy, Creativity and Success Psychology bring about immediate changes and long-term results.

Prior to founding his company, Brian Tracy International, Brian was the Chief Operating Officer of a $265 million dollar development company. He has had successful careers in sales and marketing, investments, real estate development and syndication, importation, distribution and management consulting. He has conducted high level consulting assignments with several billion-dollar plus corporations in strategic planning and organizational development.

He has traveled and worked in over 80 countries on six continents, and speaks four languages. Brian is happily married and has four children. He is active in community and national affairs, and is the President of three companies headquartered in Solana Beach, California.