The Sweeney Agency

About Charles Brennan Jr. - Speaker on Sales and Customer Service:

One of the best trainers in the country and author of American Management Association's best selling book Sales Questions that Close the Sale as well as the award-winning Proactive customer service , Brennan's techniques have been featured in leading publications and recognized as a breakthrough approach in sales and management development.

Charlie Brennan brings a unique blend of innovative skills and real world application to his presentations. As president of his own firm, he has been a provider of advanced sales and management programs since 1984. 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 is a veteran of over 1600 presentations. His experience on the platform, as well as in the field, has enabled Charlie to connect with his audience. 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.

No matter what the audience size, Charlie's presentations will speak to your professionals about their day-to-day challenges. Based on extensive and ongoing research, he is able to customize every presentation and provide innovative and advanced concepts to resolve their issues. His sessions are interactive and enjoyable to attend. Many who leave his programs say it will impact their performance immediately. Charlie will challenge the most experienced professional as well as provide a map for a professional just entering into the world of sales and management to achieve success.

What Charles Brennan Jr.Talks About:

The Right Question
The advanced skills presented in this program teach participants how to ask the right questions at the right time. Charles introduces 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. Actively involved in a series of interactive and experiential industry specific activities, participants learn how to improve their questions to the next level of effectiveness. Focused on crafting customer-specific questions, participants will know how to seek and uncover critical information and improve intellectual access that gets the customer to stop, reflect and respond.

Advanced Closing Techniques
This program provides a way to design a road map on how to close, understand where the customer is on the adoption continuum and how to gain realistic commitments on every contact to shorten the sales cycle. Presenting an assertive approach to the marketplace, the tested methods in this program provide participants with the skills and confidence to: gain commitment on every contact, generate more business from customers who spread the business around, close on friends and gain traction in relationships that are stalled and protect advocates.

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.

Listening to Understand
This presentation 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. These skills show sales professionals how to identify the spoken and unspoken word that enable them to separate themselves from others because of their intuitive ability 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 on the customer and create an environment that is conducive to complete disclosure and the sharing of sensitive/confidential information.