Selling Skills Training

Modules Overview

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COMPANY PROFILE

Mark Berger Training was established in 2000 and has since then motivated and trained

thousands of employees for over 100 customers throughout South Africa. During this time

we have had the privilege of working with teams from a broad spectrum of South African

Industry. Our clients range from small entrepreneurial organisations to large multinationals.

Some of the better known companies we have worked with are as follows:

Hewlett Packard (HP), Unisys, Neotel, Microsoft, Edcon, 3M, MTV Networks, Imago

Communications, Pioneer Foods, Pam Golding Properties, SPAR Western Cape,

Coricraft, Barloworld, V&A Waterfront, Easylfe Kitchens, Cape Town Deeds Office, AMC

Classic Cookware, Romatex , Peninsula Beverages, Media 24, Amdec Property

Developments, Vital Health Foods, S.A. Home Loans, Sun International, Ernst & Young,

Schwarzkopf, Old Mutual and Sanlam.

Key Company Facts

Compliance:

We have been accredited with the Services SETA since April 2005.

We have been rated as 100% BEE (Exemption Certificate issued at Level 4 - BEE Recognition

Level 100%).

Our Affiliations:

Mark Berger Training is a member of the Cape Chamber of Commerce and Industry as well

as the Cape Coast Chamber. We are also founder members of the Proudly South African

Campaign and the Human Resources Network.

Our Philosophy:

Give value upfront. Partner with potential customer and get to really understand their

business. Assess their current challenges, opportunities and requirements. Source and

implement effective training solutions, from within our organisation or beyond. Supply

practical follow-up processes to ensure Sustained Behavioural Change. Continue to give

exceptional value and grow the client relationship.

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RESUME – MARK BERGER

Mark Berger is the CEO of Mark Berger Training; a Cape Town based organisation

specialising in Unlocking Human Potential. Founded in 1996, the primary focus of MBT

is to assist their clients in achieving Sustained Behavioural Change. Mark utilises his

extensive business experience and proven training programs to improve the three key P’s:

People, Productivity and Profits.

Mark is immediate past president of the Cape Town Chapter of the PSASA – the

Professional Speakers Association of South Africa. He is also privileged to head up the

Cape Chapter of UPSA – The United Professional Sales Association of SA.

Mark’s approach is direct, practical and relevant. He is not an academic, espousing

complicated theories. He also steers away from the “RAH RAH” type of happy clappy

motivation. Mark’s powerful presentations deal directly with the current productivity

challenges faced by individuals, teams and organisations. He provides real tools and proven

strategies to overcome these. In addition, Mark builds immediate rapport with his

audiences through empathic interaction and quick humour. Mark’s passion, professionalism

and powerful visual presentation completes the package. All of this is backed by our 100%

guarantee of satisfaction.

Mark spent the first twelve years of his working life as a manufacturing entrepreneur. He

founded, built up and subsequently sold three unique companies before entering the field

of training in 1996.

He reads extensively, attends a variety of training courses and regularly travels overseas to

acquire the latest international training technologies. Mark combines this with his practical

business experience to ensure that his training achieves lasting results.

Mark is also an avid student and teacher of the science of finding inner peace and

happiness. To accelerate this process, he has already made 5 trips to the OSHO Institute in

India.

He has become well known for his uniquely pro South African newsletters and a blog which

mysteriously manage to travel electronically all over the known world

To read some examples of these newsletters visit www.markberger.co.za/news

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Overview: Professional Selling Skills Modules

The way we sell is changing rapidly. Cold Calling is just not working like it used to. In our

connected, tech-savvy world, innovative new technologies, sales tools and strategies are

essential to sales success. This interactive workshop not only shows sales executives HOW

to sell strategically, it also GIVES them effective tools for implementation. So whether you

are new at selling or a seasoned professional, this workshop is guaranteed to give you an

entirely new approach to selling.

The module covers the following key Steps to Selling Professionally

1. Personal Preparation – Diary used Correctly, CRM System Set Up, Vehicle correctly

Stocked, Checklists Prepared, Features, Advantages and Benefits Identified, Unique

Selling Points Highlighted, Professional Mindset Established. Developing a positive,

successful ATTITUDE.

2. Sales Tools: – Understanding Sales Targets, Using “Sales Math” to break targets

down into daily activities, Establishing effective calling schedules, Creating a personal

Sales Admin System, Monitoring your sales performance effectively.

3. Proper Prospecting – How to do Effective Research, Establishing Reasons to Meet,

Using Google, Knowing their Business before the meeting. What exactly to say to

secure the Appointment.

4. Qualifying Customers – Are we targeting the Decision Taker, Gatekeeper or

Influencer? Different Strategies for Each Category. Do they qualify for our Valuable

Time? Is it worth sending a proposal? Do they meet our minimum criteria? Are they

ready to buy? How to spot the warning signs and drop time wasting prospects.

5. Uncovering Needs – Developing the appropriate Power Questions to uncover the

buyer’s Needs, Hot Buttons, Present Pain and Buying Signals. Positioning ourselves

as a business partner providing a solution to the identified customer needs.

6. Presenting Solutions – Creating Winning Proposals, Strategic Presentation Skills and

New Negotiation Techniques to create win-win solutions.

7. Overcoming Objections – Drawing the customer’s objections out and overcoming

them effectively. Turning Objections into Closes.

8. Closing Techniques – Knowing when to Close, Overcoming your Fear of Closing.

Knowing how and when to use one of the 10 Proven Power Closes.

9. Following Up & Getting Referrals – When and How to ask for and get Quality

Referrals Effectively (Hot Leads.) Maintaining Momentum and Motivation.

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Overview - Strategic Selling Skills Modules

Professional Selling Skills combined with a well designed Sales Strategy sets

you apart from your opposition and equips your sales people with ammunition

to go out and win the strategic battle instead of fighting a price war. A

comprehensive Strategic Selling Skills Program will comprise all or some of the

following elements:

• Strategies to “Change the Game” and revolutionise your industry.

• Strategies to Add Value rather than cut price.

• Ways to Significantly Differentiate yourself from the opposition.

• Ways to Define and Deliver True Customer Service, not just lip service.

• How to Strategically Segment your Customer Base.

• How to Develop and Ask “Power Questions” which position you as a

Trusted Advisor.

• Developing a Deeper Understanding of how a business operates. This

includes corporate structure and chains of command, basic financial

principles, inner business workings and the Profit Imperative

• Ways to Improve Sales and Marketing Communication.

• Tools to Write and Present Interesting and Compelling Sales Proposals.

• How to use the 80/20 Principle to work Smarter.

• How to Understand and Leverage the Psychology of Selling.

• How to shift from transactional selling to consultative selling.

• Reviewing, Refreshing and Updating the Classic and Timeless Sales Skills

utilised by all winning Sales Professionals (see next page).

• Tools to Keep the Sales Team Motivated and Focused to Deliver the

above.

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Overview - Self Management for Success Modules

Coping with the pressures of our rapidly changing world requires the

application of advanced Self Management Skills. This workshop equips

participants with the essential tools, mindsets and techniques to achieve a

proper life balance, as well as improved personal effectiveness and the ability

to effect sustained behavioural change. The workshop methodology is

interactive and participative, which allows each delegate to develop and apply

their own personalised Self Management System.

The workshop content is as follows:

• Understanding the CHALLENGE OF CHANGE.

• A look at the BIGGER PICTURE to put the challenge in context.

• A new, all encompassing DEFINITION OF SUCCESS.

• Simple ways to create more BALANCE in our lives.

• Understanding how our CONDITIONING creates Self Sabotage Mechanisms.

• Using the DYAD to become aware of our Strengths and Weaknesses.

• Finding ways to move out of our COMFORT ZONES.

• Developing essential EMOTIONAL INTELLIGENCE skills.

• Learning how to TRUST ourselves and our Team Members.

• Managing STRESS, TENSION and avoiding BURNOUT.

• Practicing the RELAXACTION® technique regularly for effective Relaxation.

• Implementing a STRUCTURED GOAL SETTING system to create smart goals

within our personal and work life areas.

• Techniques to overcome the OBSTACLES to achieving our GOALS.

• Utilising creative VISUALISATION for goal attainment.

• Creating a personal ACTION PLAN and statement of commitment.

• Module Conclusion and Feedback.

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Overview - “The 4 Styles” Interpersonal Communication Modules

Effective communication with customers and colleagues is essential to our success. Major

advances in technology have diminished our natural ability to communicate effectively.

Attending this interactive, participative workshop identifies our own behavioural style and

teaches us how to more effectively relate to others. It also teaches new, flexible approaches

to reduce conflict and enhance Emotional Intelligence. And it’s fun!

The workshop content is as follows:

EMOTIONAL EXPRESSION QUESTIONNAIRE

Do we tend to internalise or externalise our emotions when interacting with others? Are we

over or under reacting? We explore practical techniques to find the balance, develop self –

awareness and improve our emotional intelligence.

ASSERTION TENDENCY QUESTIONNAIRE

Does our approach to others tend to be more dominant or diplomatic? We learn to find the

appropriate balance between assertion and aggression. We identify techniques to say no

without offending and ways to display empathy when required.

STYLE GROUP IDENTIFICATION

Our Style Group (behavioural style) arises from combining our position on the Emotion scale

with that on the Assertion scale. We plot ourselves on the “Behaviour Quadrant” and explore

the fascinating group dynamics with our colleagues.

STRENGTHS AND WEAKNESSES

We work with others to uncover and discuss the inherent strengths and weaknesses of firstly

our Style Group and then the other three. We determine which of our personal weaknesses

could be worked on. Strategies are adopted to utilize our strengths more effectively.

CONFLICT

We analyse the causes of interpersonal conflict and how to stop it from occurring. We also

practice the resolution of conflict utilizing various tools such as Active Listening, Confrontive I

Messages and Behavioural Flexibility when relating to other Style Groups.

FLEXIBILITY

We learn appropriate behaviours to ensure effective communication and improved

relationships with people in all the four Style Groups. We conclude with skills practice,

group feedback and a follow up plan for implementation back at the workplace.

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CONTACTABLE CUSTOMER REFERENCES

For personal customer references regarding the results achieved by our sales

training, you are most welcome to contact the following Sales Managers:

1. Clint Cronje – Imago Communications – 083 633 1532.

2. Tony Price – Permoseal (Bostik / Alcolin) – 082 572 2257.

3. Linda Kok – Microsoft – 083 260 7150.

4. Zelda Robertson – Three Cities Hotel Group – 082 883 4528.

5. Jennifer Steyn – Coldpress Media - 082 904 4727.

6. Chris Norton – Fedhealth – 082 336 3772.

“I have had such raving reviews from the staff with regards to the 2 day sales

training course. To quote them “the best one so far.” Cold Press Media would

like to establish an ongoing training relationship with you during 2011.”

Jennifer Steyn – Director: Cold Press Media. 13th

January 2011. 082 904 4727.

“Thanks for your contribution at our annual Fedhealth sales conference in

Hermanus. The staff were extremely impressed with the style and content of

your presentation and it has certainly changed their approach to sales. They

needed a new approach to sales and this has definitely given them the tools

to achieve their goals. Your approach of good humor and constant

interaction with the staff meant the afternoon was filled with laughter but at

the same time we achieved everything we wanted to, as the staff have no

illusions about the high standards that are expected of them. Thanks again I

will keep you updated as sales progress, you will be happy to know we

exceeded our targets for March and will hopefully do the same for April.”

Chris Norton – National Sales Manager – Fedhealth. 4th

April 2011. 082 336 3772.

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DELEGATE FEEDBACK

Mark, I would like to extend my gratitude for last week’s training of the TCG Sales Division.

The feedback from the team has been so awesome it makes me happy to know that they

GOT IT!! Not for the company or for me but more importantly for themselves… the rest will

follow. I just want to tell you that in the past week Megan has written almost R 700 000

worth of business, communicating much better with all her colleagues and clients, asking

advice and basically has just switched 150 %. I am so proud of her and thank you for

unleashing her potential! This is just one story of many to come. Personally it was great to

work with you. Your understanding of the team dynamic and assertive, yet calm way of

getting the hard hitting message across was amazing to observe. I look forward to working

with you again in the near future. (Zelda Robertson – Three Cites Hotels Group)

Just a short note to let you know that Mark’s presentation was awesome on Tuesday. The

feedback so far has been really positive! Many thanks and regards. (Paula Johnson - Pam

Golding Properties)

Mark – Just to say THANKS for Friday. You were GREAT. The delegates really enjoyed you

and you did make a difference. We will contact you again in the future. (Beulah van

Rensburg – Media 24)

First impression lasts forever and ever – you came down to my “level” and through this my

unconditional respect (Elmaret Nel – Sasko Milling and Baking)

Excellent guy – great motivator. Mark knows exactly what he is talking about. I learnt so

much from him. His presentation style was excellent. I definitely will use the knowledge I

got from the presentation and put it into practice (Fiona Payne – Swazi MTN Ltd)

He really opened my eyes. I would like to be like him. Thank you Mark for being so

passionate in what you do (Yvonne Heyn – NAMFISA)

This section (Mark's presentation) I enjoyed the most and found the most enlightening. I

certainly came away with a lot more knowledge about myself (Megan Elliot – PA to Mark

Shuttleworth)

Mark is the most warm, amazing, inspirational person I have ever listened to. I did a lot of

soul searching. He really touched me in a very special way (Derval Rust – Coega

Development Corporation)

Made me take stock of my life and I realise that I need to make changes in my life (Michelle

Russell – Old Mutual)