Presented by Dr. John Brennan, President at Interpersonal Development, LLC & Senior Consultant at Shipley Associates.
“Many experts are frustrated with their inability to engage prospective clients in a conversation about their project needs. The truth is they don’t know how. They tend to overwhelm the client with their enthusiasm and information about their product or services. Clients balk at this “hard sell” and back off. This webinar offers an alternative; a consultative that gets clients talking about their needs and expectations early, leading to targeted advice and proposals that close more sales.”
About Dr. John Brennan
Dr. Brennan has focused his career on developing sales organizations designing and delivering sales training and coaching programs in North America, Asia, Europe, Australia, and the Middle East. His specific expertise includes sales management, sales skills enhancement, business development, sales coaching, and instructional design.
To help a European auto manufacturer launch its most successful new product in history, Dr. Brennan designed and delivered a global sales training program. He recruited, trained and managed sales trainers to deliver the courses. Other sales training clients have included Gannett Company, Microsoft, Pharmacia, Prudential, and Volkswagen. Dr. Brennan has developed the interpersonal skills of hundreds of sales reps and managers in intense, small group, interactive, classroom-style courses. As a trainer/facilitator, he has achieved outstanding participant satisfaction ratings.
He is the author of the book Consultative Selling Skills and publisher of the Sales Coaching Matters newsletter and numerous articles on sales and sales training.
Dr. Brennan is a member of the Association for Training and Development.