Chuck Reaves is the founder of Twenty-One Associates, Inc., an Atlanta-based sales training and consulting company. He is a popular speaker and trainer, and teaches sales, management, and personal development programs to audiences all over the world. After spending ten years as an entry-level employee at AT&T, Chuck was promoted to account executive, and was the highest producer out of 1,100 salespeople. He was promoted to sales manager, and received numerous sales honors and awards. His ability to manage difficult situations gained him distinction within the Bell System, and made him a frequent speaker at AT&T sales schools.
His first book, The Theory of 21, is the result of his years of success in the corporate environment. Chuck has proven his theory about accomplishing the impossible with astounding results by applying it to his life, and to the lives of others. His book, Never Take Money From A Stranger, teaches how to ask for whatever you want and get it. His latest book, The Nanosecond Salesperson, was released in summer 2008.
As a consultant, Chuck has worked with large and small companies to assist them in achieving their impossible goals. He served as the president of a 30-million-dollar bakery, made sales calls for a multi-billion dollar corporation, and even served as press secretary for a Congressional candidate. He believes in doing what it takes to accomplish his client’s goals. As a speaker, Chuck has influenced many people in various occupations all over the world. His ability to deliver a powerful, concise, useful, and entertaining message has earned him recognition from two presidents of the United States and other dignitaries, and numerous honors, including "Veteran’s Advocate of the Year," and "Outstanding Georgia Citizen." Out of 4,000 members of the National Speakers Association, he is one of only 93 to have received the coveted Speakers Hall of Fame Award. He is a frequent guest lecturer at various colleges and universities. Chuck is a decorated Vietnam veteran, a native of Atlanta, Georgia, and an active Christian layman.
Value Added Selling
When the customer says "Your price is too high," what they really mean is "I don't perceive the value to be equal to the cost." The inexperienced salesperson immediately tries to lower the price. The professional, value-added salesperson tries to raise the value. This program teaches the principles and techniques that teach your salespeople how to raise the value of your product or service, in the customer's mind. It will be customized to your company and industry for maximum effectiveness. For rookie salespeople, the course begins with the basics of sales and incorporates value-added principles into the fundamentals of selling. For seasoned salespeople, this program will build on their experience, while debunking erroneous perceptions that occur naturally in old methods of selling. All your people will develop techniques and habits that are essential for selling in the 90's. Your people receive the tools to become consultative resources for your customers. They become positioned higher in the customer's mind and higher in the client's organization.
The entire area of customer service has gone through an evolution that rivals the changes in any other segment of corporate America. "Excellence" and "Quality" left in their wake companies that are delivering better products and services, and now customers are also demanding the same level of quality in their relationships with their vendors. To develop this program we interviewed, of all people, the customers of our major clients. We learned what their expectations were, what they were looking for in the area of customer service, and we also had a few surprises. Then we developed one of the newest, most comprehensive programs to help you address the wants and needs of your clients. We were able to identify six different types of customers, with a migratory pattern that leads from satisfied to dissatisfied customers. We also learned that this pattern is predictable and manageable. This program will teach your customer contact people how to identify and manage each of the six types of customers. It will teach your salespeople and middle managers how to develop programs and techniques to give the right kind of service to the right kind of customer. And, it will show your executives how and why most of your current customer service resources are misspent and what you can do to significantly improve your customer service without making major changes in your budget, marketing strategy or pricing.
Leadership Lessons From Katrina
Good times mask bad leadership. Anyone can be a peacetime general. Major events such as 9/11 and Hurricane Katrina have significant leadership lessons within them. Building on the latest research from multiple sources such as The Harvard Business Review, Gallup, Gartner and others, Chuck delivers a humorous presentation that causes people in the audience to reevaluate the standards they are using to measure leadership. As a squad leader in Vietnam, Chuck developed leadership skills early. Conducting 30+ CEO Symposiums a year keeps him abreast of what is happening in corporate America - on the streets. Blending the best ideas from the think tanks with the practical applications of the street pack this lively presentation with ideas that can be implemented immediately.
"Change is inevitable; change brings opportunity. Therefore, change is an inevitable opportunity." "There are two ways to respond to change: capitalize on it or capsize under it." With these two quips Chuck launches into a laugh-packed session tailored to the specific change needs of the organization he is addressing. There is more to change than simply doing things differently. There is a methodology for making effective change happen effectively.
"The Theory of 21"
"For every person who will say yes there are twenty who will say no. For a positive response you must find the twenty-first person" -The Theiry of 21 by Chuck Reaves What is the secret to success? Chuck's first book and breakthrough keynote presentation is entitled "The Theory of 21". It teaches the practical application of persistence. There is more to persistence than just keeping on. There are people who will help us and there are people who will try to stop us. Knowing how to manage each is a key to personal and corporate success.