Episode #083: Mark Bernard
The Five Rights
Mark Bernard is an Author, a Keynote Speaker and a Sales Trainer. Mark is the owner and founder of Bernard Training Solutions which is an Alberta based Sales Training company. He has co-authored two books Mastering the Art of Success and Sales Gurus Speak Out.
Key Takeaways From This Episode
[00.50] Mark shares his journey into sales – Aspiring police officer turns to sales.
[01.21] How Has Selling Changed – Mark shares how selling has changed him.
[04.33] The Key Attributes of a Modern Successful Sales Professional – Great listener, planning and pre-planning, the five rights. (right person, right time, right solution, right price and right time to close)
[06.43] Mark’s Top Three Sales Do’s and Don’ts – Do’s: Continually gain perspective, listen and take good notes Don’ts: Don’t fudge your numbers, don’t go into a sales call with your own agenda and don’t talk too much.
[11.00] Mark’s Most Satisfying Sales Pursuit and Lesson – Mark shares a pursuit where his client could set his watch by the time Mark called. He learned that persistence coupled with the intent to serve.
[14.00] Mark’s Advice to His Younger Self – Start earlier and stay focussed, stick to your knitting. Don’t chase shiny objects.
More About Mark
What is your all time favourite sales-related movie?
The Pursuit of Happyness
Favourite sales related quote?
We are what we repeatedly do. Excellence, then is not an act, but a habit – Aristotle