Marriott Courtyard Philadelphia Airport November 6 & 7, 2014

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1 ADVANCING INTERACTION, DIALOGUE AND ACCELERATING DECISIONS Marriott Courtyard Philadelphia Airport November 6 & 7, 2014 ADVANCED SALES TRAINING Presented by Brennan Sales Institute Authors of McGraw Hill s book Take Your Sales to the Next Level and AMACOM s best selling business paperback book Sales Questions that Close the Sale. It s interactive, dynamic and informative. It s a new way to promote dialogue in my real world. These skills will improve my relationships with my customers.

2 ADVANCING INTERACTION, DIALOGUE AND ACCELERATING DECISIONS Gain More Business in a Competitive Marketplace BSI s Advancing Interaction, Dialogue and Accelerating Decisions provide participants of any level with the skills and knowledge on how to gain more business in a competitive marketplace. Regardless of customer receptivity or demeanor, opportunities can be missed to move relationships into a new and expanded direction. Field proven and tested, the skills taught in this program make even the most tenured sales professionals better at what they do. BREAKTHROUGH APPROACH Attending this session will teach participants how to: ask (more) relevant questions start and maintain dialogue gain undivided attention get the answers needed to drive business forward close on every contact conduct better two-way discussions shorten the sales cycle move false acceptances to commitments establish critical thought to get the customer to embrace your products alleviate reluctance and instill confidence throughout the call bring greater presence and impact move your product/service into a preferred position know what to say and do on every contact These skills set you apart from the other salespeople and create newfound respect with your customers. Anytime I have implemented the BSI skills, I have definitely gained more time with the key decision makers as well as opened the door to sharing more in-depth information on the given topic. IDENTIFIED AS A TOP TEN SALES TRAINING COMPANY IN THE COUNTRY BY SELLING POWER MAGAZINE 2

3 AGENDA Thursday, November 6, 2014 Continental Breakfast & Registration 7:45 a.m. Class - 8:30 a.m. to 3:30 p.m. Framing the Sales Interaction Participants are introduced to talking tracks to move the customer s mindset from unreceptive to receptive. Participants will know how to: Identify and select appropriate topic of discussions. Conduct more meaningful and relevant dialogue. Structure and implement an effective sales conversation. Charlie Brennan was a huge success. He really connected with the group and they felt rejuvenated and ready to get back to work after the training. Opening the Call Control of the call, confidence, presence and perceived value are essential for a successful opener. This content will teach how to: Use the most effective transitions. Respond to the customer s opening comments. Set the stage for full engagement and information sharing. Advancing Interaction and Dialogue Participant s become more successful at uncovering needs and asking the right questions at the right time by learning how to: Ask a series of well thought out questions. Enhance, raise and elongate the level of discussion. Get the customer to re-assess their current product/s and service provider. Carrying a Conversation Extending discussions or managing difficult conversations can be challenging. Participants are given a pathway on effective conversation. Participants learn how to: Listen effectively and hear what others can t. Extend the conversation. Manage both challenging and receptive answers. Friday, November 7, 2014 Continental Breakfast & Registration 7:30 a.m. Class 8:00 a.m. to 11:45 a.m. Closing on Every Call Introducing a series of advanced closing techniques participants learn how to shorten the sales cycle and gain commitment on most contacts. Field proven to increase sales, the concepts presented in Day Two teach how to: Build a sales call closing map. Gain commitment on every call. Shorten the sales cycle. Move stalled relationships forward. Presenting an assertive approach to the marketplace, participants will be given the confidence and knowledge on how to close on every call and increase sales when opportunities are limited and competition is stiff. Bonus Skills Achieve a Closing Ratio as High as 80% Manage and respond when customers indicate interest but postpone their decisions. Gain a true understanding of the customer s intent by managing non-committal responses to move the relationship forward. 3

4 PARTICIPANTS RECEIVE THREE VALUABLE REINFORCEMENT TOOLS! Customized Participant Workbook Participants receive a customized workbook to use throughout the session. Consisting of several templates and guides, participants will be given the direction needed to transfer the material taught in the session into the field. This is an invaluable reinforcement tool. Book TAKE YOUR SALES TO THE NEXT LEVEL The paperback book Take Your Sales to the Next Level authored by the program speaker will help participants review the critical steps introduced during the training program. Participants will be able to increase their understanding of the course material by accessing the key concepts as well as additional skills not presented during the course. Training Reinforcement - Audio APP Users can browse and access key program topics to review from their computer, ipad, iphone, or Android. This resource provides a complete review of key content and concepts. An excellent resource to reinforce the principles and concepts delivered in the live session. It enables the user to gain greater confidence around the use of each skill. It is a suitable and functional way to maintain emphasis and attention to pull the skills through in the field. ABOUT CHARLES BRENNAN AND THE BRENNAN SALES INSTITUTE Identified as one of the best sales trainers in the country, Charles Brennan is the author of McGraw Hill s book Take Your Sales to the Next Level, AMACOM s best selling business paperback book Sales Questions that Close the Sale Charles Brennan specializes in the advancement of experienced sales professionals. He is employed by Fortune 500 companies for the continued development of their seasoned sales professionals aspiring to reach the next level of productivity and performance. For over two decades more than 1.5 million professionals have used his concepts with an average increase in performance of 20%. PARTIAL CLIENT LIST Abbott Diabetes Care Acumed ADP Aetna Allergan American Home Shield Amag Astra Zeneca AT&T Bank of America BD Medical Blue Cross Blue Shield Bristol Myers Squibb Chase Manhattan Comcast ConforMIS Inc. Deloite & Touche Donegal Insurance DuPont Eastman Kodak Ernst & Young Ferring Pharmaceuticals Galderma GE Capital Genentech GlaxoSmithKline Johnson & Johnson Lincoln Financial Lockheed Martin MCI MetLife Minolta Mortons Nationwide Financial Novartis Planco/Hartford Purdue Sanofi Aventis Siemens Sodexho W.L. Gore W.P. Carey 4

5 ADVANCING INTERACTION, DIALOGUE & ACCELERATING DECISIONS Advanced Sales Training REGISTRATION FORM Day One Thurs. Nov. 6, 2014 Day Two Fri. Nov. 7, :30 to 3:30 8:00 to 11:45 Company: Name: Phone: Address: City: State: Zip: Attendees: (Please duplicate this form for additional registrants.) Name: Title: Phone: Session: # Attending: Price: Total: Day One 8:30 to 3:30 * $ Day Two 8:00 to 11:45 ** $ Both Days $ SUB-TOTAL 5% Group discount available for 5 or more people. - 5% ( ) (* includes continental breakfast & lunch) (** includes continental breakfast) TOTAL METHOD OF PAYMENT (Credit Card or Check made payable to Brennan Sales Institute) Visa / MC / Discover # Code: _ Exp: / Print Cardholder Name: Cardholder Signature: Billing Information (as it appears on credit card) Name: Address: Company: City: State: Zip: PO # (if applicable) CK # Date: Location: Marriott Courtyard Philadelphia Airport 8900 Bartram Ave., Phila., PA For discount group room rate, call (800) or (215) on or before Mon. Oct 13, 2014 Identify yourself as part of the Brennan Sales Institute group staying at the Courtyard Phila. Airport **** Complimentary airport shuttle service and on-site parking **** Attendees are responsible for travel and hotel costs. OR FAX TO: BRENNAN SALES INSTITUTE bsi@brennantraining.com Fax A confirmation/receipt will be returned to you when processed. 5