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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)