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Charles Brennan, Jr.

President of Brennan Sales Institute and Author, "Take Your Sales to the Next Level"

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 Charles Brennan, Jr. Biography

Charles D. Brennan, Jr. is author of McGraw-Hill’s "Take Your Sales to the Next Level," American Management Association’s best-selling paperback book, "Sales Questions That Close the Sale” and award-winning book, "Proactive Customer Service."

President of Brennan Sales Institute, a professional advanced sales and management training company which was voted one of Selling Power’s top 10 sales training companies, his concepts have been introduced to over two million business professionals with an average reported increase in performance of 20%.

His techniques have been called a breakthrough approach by leading publications and have enhanced and complemented the training formats for many Fortune 500 and mid-sized companies.

A veteran of over 2,500 seminars, Brennan holds a master’s degree in training and development and has over 25 years of sales training and speaking experience.

Residing in the Philadelphia area with his wife, Brennan’s passions include outdoor sports and traveling with his family.

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Videos
Books
Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

Take Your Sales to the Next Level: Advanced Skills to Build Stronger Relationships and Close More Deals

Proactive Customer Service: Transforming Your Customer Service Department Into a Profit Center

Proactive Customer Service: Transforming Your Customer Service Department Into a Profit Center

Sales Questions That Close the Sale: How to Uncover Your Customers' Real Needs

Sales Questions That Close the Sale: How to Uncover Your Customers' Real Needs

Speaking Topics
  • ADVANCING INTERACTION AND DIALOGUE

    At the beginning of most contacts, an awkward moment occurs when the customer asks “What’s up?” or “What do you have for me today?” At this instant, the good salespeople are separated from the average. The advanced skills presented in this program teach how to: pace and control a conversation, understand the true interest level of the customer and how to move a relationship forward. Introducing the concepts of Categorizing and the Quarter-Half-Quarter Model, participants learn how to pace a conversation and understand the customer’s receptivity to change. Focused on establishing a stronger and more profound relationship, participants are introduced to the concept of Recital versus Dialogue questions and why relationships plateau. This session will develop an individual’s ability to differentiate themselves, their offerings and business opportunities. Introducing advanced questioning skills called Dialogue and Multi-Layered Probing Questions, participants will be able to effectively engage the customer in critical thinking. Applying these skills help them to: converse like a peer, raise the level of discussion, gather key information to initiate change, uncover hard to get information, and gain intellectual access to raise the level of conversation. At the end of this program, participants will be able to:
    • Understand the true interest level of the customer
    • Pace and control a conversation
    • Know what to do when the customer opens with “What’s Up?”
    • Initiate discussion when the customer feels confident they know everything about the product
    • Apply each questioning technique appropriately, aiming at deliberate outcomes
    • Enhance and elongate the sales discussion
    • Open next call by follow-up on action agreed to by customer in previous call
    • Consistently identify and use knowledge of customer needs to enhance sales discussions
    • Recognize the value in engaging customers in discussions about specific scenarios and experiences
    • Leave the customer with the impression that you are a valuable consultant who can contribute as a partner and resource
    • Converse like a peer and bring value to the extended call with the Multi-Layered Probing Question
    • Adapt your questions to the customer’s personality styles

  • ADVANCED CLOSING TECHNIQUES; ACCELERATING DECISIONS

    During every sales call there can be an awkward moment when the message is delivered and the close is expected. Surveys suggest, at this moment most sales professionals don’t know how to assertively close or feel that they have earned the right. Field proven to increase the ability to close, the concepts presented in our Advanced Closing program give participants of all levels a set of skills to get a non-user customer to an advocate. Introducing a series of advanced closing techniques called Reciprocal Consideration, Futuring and the Sales Map, participants learn how to shorten the sales cycle and gain commitment on every contact. Applying the advanced skills presented in this program, participants will be able to focus on moving a customer’s market share to the next level of usage, and learn how to adapt the Reciprocal Consideration close at the end (or beginning) of every contact to trigger a compliance rate as high as 80%. This program provides a road map on how to: move the light user to a moderate, the moderate user to an advocate; understand where the customer is on the adoption continuum and how to gain realistic commitments that avoid false acceptances. Also, participants learn how to manage and respond when customers indicate interest but postpone their commitments. Introducing the concept called “Futuring”, learn how to build respect, manage a customer’s non-committal response and move the relationship forward on every contact. At the end of this program, participants will be able to:
    • Accurately recognize the difference between buying signals and put-offs
    • Know what needs to be accomplished to advance the relationship
    • Gain traction in relationships that have stalled
    • Apply the Reciprocal Consideration technique to close on every contact
    • Know where the customer is all at times on the commitment ladder to effectively pre and post call plan
    • Effectively manage false acceptances to move relationships forward with the futuring technique

  • ADVANCED LISTENING SKILLS

    This module 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 salesperson's ability to listen and carry a conversation. A series of interactive exercises help 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 professionals how to identify the spoken and unspoken word thus separating 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 essential information. Interactive and loaded with skill development exercises, this session builds life skills that are transferred from personal to professional life. At the end of this program, participants will be able to:
    • Reflect back what a person said.
    • 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 with sharing hard to get information.

  • 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 participants 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. At the end of this program, you will be able to:
    • Neutralize and question to stabilize the relationship.
    • Manage and eliminate resistance.
    • Determine the most advantageous approach to handling a customer’s concern.
    • Maintain and control a sales call.
    • Qualify the customer’s current position.

FAQs
  • HOW TO BOOK Charles Brennan, Jr.?

    Our booking agents have successfully helped clients around the world secure talent like Charles Brennan, Jr. for both live and virtual events for over 15 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers for speaking engagements, personal appearances, product endorsements, or corporate entertainment. Fill out a booking request form for Charles Brennan, Jr., or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Charles Brennan, Jr. or any other celebrity of your choice.
  • HOW MUCH DOES IT COST TO BOOK Charles Brennan, Jr.?

    Booking fees for Charles Brennan, Jr., or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies between live and virtual events. Other factors that can affect speaker fees include the talent's schedule, market conditions, length of presentation, and the location of the event. The live and virtual event speaking fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Charles Brennan, Jr., please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • WHO IS THE AGENT FOR Charles Brennan, Jr.?

    All American Entertainment has successfully secured celebrity talent like Charles Brennan, Jr. for clients worldwide for more than 15 years. As a full-service talent booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Fill out the booking request form or call our office at 1.800.698.2536, and one of our agents will assist you to book Charles Brennan, Jr. for your next private or corporate function.
  • WHAT IS A FULL-SERVICE TALENT BOOKING AGENCY?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Charles Brennan, Jr. or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Charles Brennan, Jr. or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.
Check Availability

Tell us about your event!

During normal business hours, we respond to most inquiries within 4 hours.

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This website is a resource for event professionals and strives to provide the most comprehensive catalog of thought leaders and industry experts to consider for speaking engagements. A listing or profile on this website does not imply an agency affiliation or endorsement by the talent.

All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

If you are the talent, and wish to request removal from this catalog or report an issue with your profile, please click here.

Charles Brennan, Jr.

President of Brennan Sales Institute and Author, "Take Your Sales to the Next Level"

Travels From:
Pennsylvania, USA
Speaking Fee:

Charles Brennan, Jr. Biography

Charles D. Brennan, Jr. is author of McGraw-Hill’s "Take Your Sales to the Next Level," American Management Association’s best-selling paperback book, "Sales Questions That Close the Sale” and award-winning book, "Proactive Customer Service."

President of Brennan Sales Institute, a professional advanced sales and management training company which was voted one of Selling Power’s top 10 sales training companies, his concepts have been introduced to over two million business professionals with an average reported increase in performance of 20%.

His techniques have been called a breakthrough approach by leading publications and have enhanced and complemented the training formats for many Fortune 500 and mid-sized companies.

A veteran of over 2,500 seminars, Brennan holds a master’s degree in training and development and has over 25 years of sales training and speaking experience.

Residing in the Philadelphia area with his wife, Brennan’s passions include outdoor sports and traveling with his family.

Charles Brennan, Jr. Videos

  • Charles Brennan - Author: Sales Questions that Close the Sale ...
  • Charles Brennan: Author: Sales Questions that Close the Sale ...

Charles Brennan, Jr. Books

Charles Brennan, Jr. Speaking Topics

  • ADVANCING INTERACTION AND DIALOGUE

    At the beginning of most contacts, an awkward moment occurs when the customer asks “What’s up?” or “What do you have for me today?” At this instant, the good salespeople are separated from the average. The advanced skills presented in this program teach how to: pace and control a conversation, understand the true interest level of the customer and how to move a relationship forward. Introducing the concepts of Categorizing and the Quarter-Half-Quarter Model, participants learn how to pace a conversation and understand the customer’s receptivity to change. Focused on establishing a stronger and more profound relationship, participants are introduced to the concept of Recital versus Dialogue questions and why relationships plateau. This session will develop an individual’s ability to differentiate themselves, their offerings and business opportunities. Introducing advanced questioning skills called Dialogue and Multi-Layered Probing Questions, participants will be able to effectively engage the customer in critical thinking. Applying these skills help them to: converse like a peer, raise the level of discussion, gather key information to initiate change, uncover hard to get information, and gain intellectual access to raise the level of conversation. At the end of this program, participants will be able to:
    • Understand the true interest level of the customer
    • Pace and control a conversation
    • Know what to do when the customer opens with “What’s Up?”
    • Initiate discussion when the customer feels confident they know everything about the product
    • Apply each questioning technique appropriately, aiming at deliberate outcomes
    • Enhance and elongate the sales discussion
    • Open next call by follow-up on action agreed to by customer in previous call
    • Consistently identify and use knowledge of customer needs to enhance sales discussions
    • Recognize the value in engaging customers in discussions about specific scenarios and experiences
    • Leave the customer with the impression that you are a valuable consultant who can contribute as a partner and resource
    • Converse like a peer and bring value to the extended call with the Multi-Layered Probing Question
    • Adapt your questions to the customer’s personality styles

  • ADVANCED CLOSING TECHNIQUES; ACCELERATING DECISIONS

    During every sales call there can be an awkward moment when the message is delivered and the close is expected. Surveys suggest, at this moment most sales professionals don’t know how to assertively close or feel that they have earned the right. Field proven to increase the ability to close, the concepts presented in our Advanced Closing program give participants of all levels a set of skills to get a non-user customer to an advocate. Introducing a series of advanced closing techniques called Reciprocal Consideration, Futuring and the Sales Map, participants learn how to shorten the sales cycle and gain commitment on every contact. Applying the advanced skills presented in this program, participants will be able to focus on moving a customer’s market share to the next level of usage, and learn how to adapt the Reciprocal Consideration close at the end (or beginning) of every contact to trigger a compliance rate as high as 80%. This program provides a road map on how to: move the light user to a moderate, the moderate user to an advocate; understand where the customer is on the adoption continuum and how to gain realistic commitments that avoid false acceptances. Also, participants learn how to manage and respond when customers indicate interest but postpone their commitments. Introducing the concept called “Futuring”, learn how to build respect, manage a customer’s non-committal response and move the relationship forward on every contact. At the end of this program, participants will be able to:
    • Accurately recognize the difference between buying signals and put-offs
    • Know what needs to be accomplished to advance the relationship
    • Gain traction in relationships that have stalled
    • Apply the Reciprocal Consideration technique to close on every contact
    • Know where the customer is all at times on the commitment ladder to effectively pre and post call plan
    • Effectively manage false acceptances to move relationships forward with the futuring technique

  • ADVANCED LISTENING SKILLS

    This module 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 salesperson's ability to listen and carry a conversation. A series of interactive exercises help 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 professionals how to identify the spoken and unspoken word thus separating 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 essential information. Interactive and loaded with skill development exercises, this session builds life skills that are transferred from personal to professional life. At the end of this program, participants will be able to:
    • Reflect back what a person said.
    • 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 with sharing hard to get information.

  • 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 participants 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. At the end of this program, you will be able to:
    • Neutralize and question to stabilize the relationship.
    • Manage and eliminate resistance.
    • Determine the most advantageous approach to handling a customer’s concern.
    • Maintain and control a sales call.
    • Qualify the customer’s current position.

FAQs on booking Charles Brennan, Jr.

  • How to book Charles Brennan, Jr.?

    Our booking agents have successfully helped clients around the world secure talent like Charles Brennan, Jr. for both live and virtual events for over 15 years. The team at All American Entertainment represents and listens to the needs of organizations and corporations seeking to hire keynote speakers, celebrities or entertainers for speaking engagements, personal appearances, product endorsements, or corporate entertainment. Fill out a booking request form for Charles Brennan, Jr., or call our office at 1.800.698.2536 to discuss your upcoming event. One of our experienced agents will be happy to help you get pricing information and check availability for Charles Brennan, Jr. or any other celebrity of your choice.
  • How much does it cost to book Charles Brennan, Jr.?

    Booking fees for Charles Brennan, Jr., or any other speakers and celebrities, are determined based on a number of factors and may change without notice. Pricing often varies between live and virtual events. Other factors that can affect speaker fees include the talent's schedule, market conditions, length of presentation, and the location of the event. The live and virtual event speaking fees listed on this website are intended to serve as a guideline only. In some cases, the actual quote may be above or below the stated range. For the most current fee to hire Charles Brennan, Jr., please fill out the booking request form or call our office at 1.800.698.2536 to speak with an experienced booking agent.
  • Who is the agent for Charles Brennan, Jr.?

    All American Entertainment has successfully secured celebrity talent like Charles Brennan, Jr. for clients worldwide for more than 15 years. As a full-service talent booking agency, we have access to virtually any speaker or celebrity in the world. Our agents are happy and able to submit an offer to the speaker or celebrity of your choice, letting you benefit from our reputation and long-standing relationships in the industry. Fill out the booking request form or call our office at 1.800.698.2536, and one of our agents will assist you to book Charles Brennan, Jr. for your next private or corporate function.
  • What is a full-service talent booking agency?

    All American Speakers is a "buyers agent" and exclusively represents talent buyers, meeting planners and event professionals, who are looking to secure celebrities and speakers for personal appearances, speaking engagements, corporate entertainment, public relations campaigns, commercials, or endorsements. We do not exclusively represent Charles Brennan, Jr. or claim ourselves as the exclusive booking agency, business manager, publicist, speakers bureau or management for Charles Brennan, Jr. or any other speaker or celebrity on this website. For more information on how we work and what makes us unique, please read the AAE Advantage.

Charles Brennan, Jr. is a keynote speaker and industry expert who speaks on a wide range of topics . The estimated speaking fee range to book Charles Brennan, Jr. for your event is $10,000 - $20,000. Charles Brennan, Jr. generally travels from PA, USA and can be booked for (private) corporate events, personal appearances, keynote speeches, or other performances. Similar motivational celebrity speakers are Michael Treacy, Jim Cathcart, Harvey Mackay, Michael Bergdahl and Gary Vaynerchuk. Contact All American Speakers for ratings, reviews, videos and information on scheduling Charles Brennan, Jr. for an upcoming live or virtual event.

Charles Brennan, Jr. Speaker Videos

  • Charles Brennan - Author: Sales Questions that Close the Sale ...
    Charles Brennan: Author: Sales Questions that Close the Sale ...

Charles Brennan, Jr. Speaking Topics

  • ADVANCING INTERACTION AND DIALOGUE

    At the beginning of most contacts, an awkward moment occurs when the customer asks “What’s up?” or “What do you have for me today?” At this instant, the good salespeople are separated from the average. The advanced skills presented in this program teach how to: pace and control a conversation, understand the true interest level of the customer and how to move a relationship forward. Introducing the concepts of Categorizing and the Quarter-Half-Quarter Model, participants learn how to pace a conversation and understand the customer’s receptivity to change. Focused on establishing a stronger and more profound relationship, participants are introduced to the concept of Recital versus Dialogue questions and why relationships plateau. This session will develop an individual’s ability to differentiate themselves, their offerings and business opportunities. Introducing advanced questioning skills called Dialogue and Multi-Layered Probing Questions, participants will be able to effectively engage the customer in critical thinking. Applying these skills help them to: converse like a peer, raise the level of discussion, gather key information to initiate change, uncover hard to get information, and gain intellectual access to raise the level of conversation. At the end of this program, participants will be able to:
    • Understand the true interest level of the customer
    • Pace and control a conversation
    • Know what to do when the customer opens with “What’s Up?”
    • Initiate discussion when the customer feels confident they know everything about the product
    • Apply each questioning technique appropriately, aiming at deliberate outcomes
    • Enhance and elongate the sales discussion
    • Open next call by follow-up on action agreed to by customer in previous call
    • Consistently identify and use knowledge of customer needs to enhance sales discussions
    • Recognize the value in engaging customers in discussions about specific scenarios and experiences
    • Leave the customer with the impression that you are a valuable consultant who can contribute as a partner and resource
    • Converse like a peer and bring value to the extended call with the Multi-Layered Probing Question
    • Adapt your questions to the customer’s personality styles

  • ADVANCED CLOSING TECHNIQUES; ACCELERATING DECISIONS

    During every sales call there can be an awkward moment when the message is delivered and the close is expected. Surveys suggest, at this moment most sales professionals don’t know how to assertively close or feel that they have earned the right. Field proven to increase the ability to close, the concepts presented in our Advanced Closing program give participants of all levels a set of skills to get a non-user customer to an advocate. Introducing a series of advanced closing techniques called Reciprocal Consideration, Futuring and the Sales Map, participants learn how to shorten the sales cycle and gain commitment on every contact. Applying the advanced skills presented in this program, participants will be able to focus on moving a customer’s market share to the next level of usage, and learn how to adapt the Reciprocal Consideration close at the end (or beginning) of every contact to trigger a compliance rate as high as 80%. This program provides a road map on how to: move the light user to a moderate, the moderate user to an advocate; understand where the customer is on the adoption continuum and how to gain realistic commitments that avoid false acceptances. Also, participants learn how to manage and respond when customers indicate interest but postpone their commitments. Introducing the concept called “Futuring”, learn how to build respect, manage a customer’s non-committal response and move the relationship forward on every contact. At the end of this program, participants will be able to:
    • Accurately recognize the difference between buying signals and put-offs
    • Know what needs to be accomplished to advance the relationship
    • Gain traction in relationships that have stalled
    • Apply the Reciprocal Consideration technique to close on every contact
    • Know where the customer is all at times on the commitment ladder to effectively pre and post call plan
    • Effectively manage false acceptances to move relationships forward with the futuring technique

  • ADVANCED LISTENING SKILLS

    This module 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 salesperson's ability to listen and carry a conversation. A series of interactive exercises help 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 professionals how to identify the spoken and unspoken word thus separating 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 essential information. Interactive and loaded with skill development exercises, this session builds life skills that are transferred from personal to professional life. At the end of this program, participants will be able to:
    • Reflect back what a person said.
    • 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 with sharing hard to get information.

  • 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 participants 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. At the end of this program, you will be able to:
    • Neutralize and question to stabilize the relationship.
    • Manage and eliminate resistance.
    • Determine the most advantageous approach to handling a customer’s concern.
    • Maintain and control a sales call.
    • Qualify the customer’s current position.

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Speakers Similar to Charles Brennan, Jr.

This website is a resource for event professionals and strives to provide the most comprehensive catalog of thought leaders and industry experts to consider for speaking engagements. A listing or profile on this website does not imply an agency affiliation or endorsement by the talent.

All American Entertainment (AAE) exclusively represents the interests of talent buyers, and does not claim to be the agency or management for any speaker or artist on this site. AAE is a talent booking agency for paid events only. We do not handle requests for donation of time or media requests for interviews, and cannot provide celebrity contact information.

If you are the talent, and wish to request removal from this catalog or report an issue with your profile, please click here.

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