This high-energy confidence-builder inspires audiences to set aside old habits and apply an innovative new approach to creating sales opportunities. Charlie Brennan does more than share his proven marketing strategies with sales and customer service professionals. The author of the best-selling Sales Questions that Close the Sale, and the award-winning Proactive Customer Service, Brennan helps audiences learn to listen more effectively and to ask the questions that identify a customer’s key issues. His concepts have become the primary training format for many mid-sized and Fortune 500 companies. President of Brennan Sales Institute, a professional sales and customer service training organization, Brennan’s concepts have been introduced to over 750,000 individuals, with an average reported increase in sales of 20%. His experience on the platform, as well as in the field, have labeled him “one of the best sales trainers in the country.” 

Sales Questions that Close the Sale 
 Based on his best-selling American Management Association book by the same name, Brennan's approach is based on the premise "If you're not hearing the right answers . . . you're probably asking the wrong questions!" Brennan contends the right questions uncover your customer's real needs and help distinguish a sales professional in a competitive marketplace. In this talk, sales executives learn how to listen more effectively and ask pointed questions that help identify a customer's key issues and uncover hidden opportunities. He also shows ways to improve the most commonly asked questions in the sales process to gain control of the conversation to qualify the level of interest and eliminate customer put-offs. Brennan's question-driven sales strategy is designed to gain customer approval, shorten the sales cycle and create greater customer involvement by asking the right questions that close the sales and build long term relationships. 

Open and Closed Productive Questioning 
 The cornerstone of understanding a customer rests with the questions that are asked. This session introduces the first of three levels of questioning skills: Open and Closed Productive Questions. Salespeople will learn how to uncover the facts, figures and details of a customer’s needs. In addition they will learn how to warm up the conversation and gain the information that they need to engage the customer in dialogue. 

Engaging a Customer 
 This session will introduce advanced questioning skills to engage a customer to a higher level of discussion. Dialogue probes are presented in this module to stimulate new thinking and new responses from the customer. Breaking the barrier of the same old questions and same old answers, this session provides new ways to ask questions and get the customer to reveal new information. 

Creating Peer-to-Peer Relationships 
 Engaging a customer in his/her own language is essential for success. This program provides a template to allow the salesperson to replicate the way customers and high level decision makers speak to each other. Introducing advanced questioning skills, this session presents a hallmark skill called a Multi-layered question that engage and educate the customer. This template enables the salesperson to create value added relationships to achieve a preferred status. 

Tracing the History of the Customer
 Initiating Peer-to-Peer Relationship 
90% of all questions deal with the present and future. This session will introduce the importance of the past and how it influences customers buying patterns. Understanding what motivates and drives a customer provides keys to how to influence them. Tracing the history of the customer will uncover the prior events and enable the customer to obtain a clearer picture of the steps that need to happen to achieve their desired outcomes. 

Resolving Objections 
 Introducing an innovative approach, this program introduces a technique to neutralize the customer’s objection and focus on the issues. Eliminating half of the customer’s objections, this four-step process introduces a life skill that enables salespersons to understand the true drivers of the customer, gain control and engage the customer to open up opportunities.

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VIDEO & PRESS MATERIAL AVAILABLE UPON REQUEST