I’ve come to realize that sales is 80% psychology (mindset) and 20% mechanics (skills). It’s a good thing I studied psychology, sociology, cultural anthropology, and moral philosophy in university.
Working as a regional vice president for a private law enforcement company and as a private investigator helped me learn to ask the right questions and get good at sales.
Then I met Tim Breithaupt, author of “Take This Job and Love It.” As Vice President of Business Development of Tim’s company, I learned to become even better at sales.
A branch manager of an oil and gas firm once told me that he often knew what time it was because I would call exactly when I said I would. He finally said to me, “I know you aren’t going away, so come in and make your presentation.” That session led to meetings with three vice presidents and ultimately a presentation to the president, where I closed the largest order in the history of the company.
I started my own training company and called it HQ Training Solutions. While HQ stood for “High Quality,” there was some confusion with the term “Headquarters,” I changed the name to Bernard Training Solutions in 2003.
Bernard Training Solutions now Bernard Training International develops and delivers customized interactive sales training, behavioral and personal development seminars to sales teams, sales managers, senior sales and operational executives and now as a Business Mindset Coach getting the mindset at par with your skills .
At Bernard Training International, I partner with small business entrepreneurs to help them find their voice, their identity to build sales. How we do this is I provide a business system, a blueprint to navigate through the entire sales process, bringing your product or service to market, ultimatley closing more sales, to explode profits.
We’ve trained thousands of sales representatives to double client appointments, increase their closing success ratio by up to 40% while protecting and growing existing accounts. One-on-one and sales team coaching is provided, focusing on: identifying strengths and personal barriers to success; empowering and motivating clients; role playing and critiquing sales techniques.
