Episode #083: Mark Bernard

The Five Rights


Mark Bernard

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

Which sales book has had the most positive impact on you?
Good to Great – Jim Collins

Who / What inspires you?
People that take an idea and implement it. A person who learns something to grow their business or learns a new tactic to increase their personal development and implements it and grows from it. That inspires me. Especially if I was the one that gave them the suggestion or idea.

What aspect of your own personal development are you most focussed on improving at the moment?
Getting out of my own way. Working through my Universal Challenge Lines and pushing through in spite of the fear

Hobbies, Interests?
I am a coin collector. I am a metal detecting enthusiast. I am a Comicon Junky. I collect Marvel and DC t-shirts. I am an ambassador for Toastmasters for I feel that Toastmasters gives one the foundation of speaking, needed in sales and in business in general . Love RV’ing with my wife Sharon. I collect Marvel and DC figurines both big and small.