Mark Standeven
Director,
Mark Standeven,
McKinnon. Vic.
Tel: 0433 197 118
Email: mgs71@optusnet.com.au

"I have been in sales since 1996 and for the first few years was not that successful scraping by on $20-25Kpa.

Just as I was ready to give up I was lucky enough to find a job in an industry that I love. Through a combination of reading some books and trial and error I started to become more successful. But I knew that I had more potential.

It wasn’t until August 2003 when I completed the 4 day Top Gun Sales Bootcamp programme that my Sales Career really turned around. The Top Gun Model of Selling was easy to implement and with the scripts that Wayne gave us it was so simple to start using immediately.

Then in October 2003 I started the 12 Month Mentor Programme. During those 12 months I was able to get a deeper level of understanding of each phase of the Model of Selling. All I did was take what Wayne taught us at each Monthly Workshop, personalised the scripts and learnt them by heart. Then it was just a matter of implementing them into my daily selling. Very easy really.

By the end of the Mentor Programme I had more than quadrupled my income.

I now have the confidence knowing that I have the skills to be an asset to any organisation and this is a direct result of completing these programmes.

I now work for Top Gun Business Academy and as a product of the training I know I am well placed to help Sales People and Sales Managers achieve the results they deserve."

"I do Sales Management Training, Web & Graphic design, Marketing & Sales Consulting. Since joining the Mentor program I am better organised, much more motivated and much more unreasonable with my self. I’m seeing tremendous results in my business careers, my finances and my personal happiness and my list of goals has been achieved. I now have the skills to achieve the goals I have set for my life; I now live in a waterfront house in Sydney and I drive a new car that I saved 33% off the starting price."

"Over the last 12 months, what I have learned in the mentor program has helped me secure at least $450,000 worth of business. The skills have helped me enormously and the support from Wayne Berry and Wendy and other Mentor members like David Taylor has meant that I have never had to go into a client meeting alone. It's like having a virtual support team with me at every meeting."

"I have developed new business for my company, increased revenues and established a strong customer base. I've been able to earn the respect and loyalty of my clients. which in turn has rewarded me by securing contracts with 17 stores and also an agreement of further services required across NSW."

"I sell Volvo Trucks which are used in the Hunter Valley. I now understand how to handle objections with confidence and work the art of being a problem solver not just a salesman."

"We are Real Estate agents who buy and sell property in Sydney’s north, the Avalon beach area. Our business works mostly on word of mouth. Recently the agency has achieved the highest prices ever in the area, increasing by a massive $1.2 million whilst reducing advertising costs to our vendor’s. I have been worked on my presentations using the Top Gun ideas in an effort to improve my ratios and I've set myself high targets. I am now winning more listings, making larger and longer dollar value sales, breaking new prime records in our area, and establishing a stronger business reputation. The main result is that I am excelling toward my goals exceptionally."

"I sell advertising solutions to grow business through effective advertising and marketing. I recently helped a client to recognize the value of advertising in our magazine over other cheaper ones on offer. My success is due partly to the development of my negotiating skills."

"The sales mentor program and attending the mastery workshops monthly has given me the opportunity to certainly evaluate the overall sales process in covering the modern selling concepts and the mentor program. Whilst not directly reflecting (apparently) to my day to day operation, it has enabled me a clearer more measured and professional outlook in regard to the sales process. I arrange and manage Trade Credit Insurance policies against insolvencies. I also provide credit information and advice to clients to assist in the management of their receivables ledger, through risk management & collections."

"I am a Mortgage Consultant and since joining the Mentor program I have implemented sales strategies, learnt to identify and provide solutions to needs and used selling statements and questions to identify the needs of the client. I've only been in sales since March 2004 yet I am currently lodging Mortgage Broker $500,000 to $1 million above budget in 2 months. Ia m now looking at settling $450,000 above budget that will increase my salary by $1000 per month. My figures are increasing upwards every month due to referrals from being a ‘Friend in the Business’! In just three months I have managed to get 10% of my sales coming from referral business."

"I do Organizational Development, Business Coaching, Strategic Management, Marketing Business Systems, Human Resource Management, Cultural change and training. Since joining the Mentor program I have implemented a lot of the Top Gun philosophies which has increased my professionalism, in particularly when doing sales presentations. I have gained additional trust and gained additional business. I feel more confident when doing presentations and providing a solution to the customers problems."

"Since joining the Mentor program, I have created a Business Plan and a weekly task list I have listened to Wayne's negotiator CDs to implement sales projects. The first time I listened to Wayne’s CD course on “negotiating” I saved myself $5,000 in a property sale. I am already seeing results and an improved income and enormous potential for future business. I also feel better from better eating and exercise. I have the expertise and commitment to provide professional financial planning advice and ongoing service, to meet your financial goals."

"Since joining the Mentor program I have worked with my mentor team to implemented Wayne's "10 steps for success". I now actually set "SMART" goals and have plans for achieving business growth. During 2004 I have achieved 122% of my revenue quota . This consists of booked forward revenue and a 7 digit pipeline figure. For me the mentor program took the guess work out of planning and goal setting, added some basic disciplines and honed key skill sets, Sales is about meeting number targets from revenue to activity and Top Gun has reframed what is important , what's critical and what is tyre kicking. My business activities include selling Preceda People, Australia's premier Payroll and HRIS solution made by Neller and providing Electronic Document Management Solutions with a scanning bureau service."

"Since joining the Mentor program, I have taken Wayne Berry's 7 Steps System as a line in the sand. I now take more responsibility and constantly assess those 10 key development areas. I am now much better organised and I am closing sales with confidence. I've also lost 10 kilos and expect more from myself that I ever have before. I m now working on my strengths, identified weaknesses to work on and lastly my average profit per sale is up 30%. I am also now better prepared for objections."

"I provide business solutions for financial manufacturing, customer relationship management (CRM) applications as well as the network info structure required to support you solutions. Our philosophy is to “get IT right the first time” and we have proven this to be true for out many satisfied long-term clients."

"Since joining The Mentor program I have evaluated what I was previously doing whether it was on the phone or in a meeting and adapted the Top Gun techniques to improve on my success. I service current clients and actively seek and secure new business and my Sales Manager recently came out on a call with me. He noticed how much more confidence I was in a meeting, especially in asking the right questions. I have successfully gained 15 new clients for Eastern Press and look forward to building on this number with my new Top Gun skills."

"I handle all client enquiries, manage all the production and also do the artwork for our clients. Since joining the mentor program I have focused on areas in which I am weak and I have noticed improvements in the conversion of enquiries into sales."

"Since joining the Mentor program, I have mapped out a life plan containing my goals and what is required to achieve them. This has provided me with a clear vision towards which I can continue to focus and work This has enabled me to removing obstacles from both my personal and work life which in the past has held me back. This has resulted in me now living a more balanced and successful life. My company specialises in solving IT problems. We deliver no matter how challenging the circumstances. One of our clients recently said, “They are a most impressive company who seem very agile to respond to challenges. Once engaged on a project, the Byte team are dedicated to getting the job done.”

"I was the type of person that work below the line. Since joining the Mentor program I now work above the line which has made me much more positive. I am now much more confident and a "go-getter", a real hunter. I now reach target and even exceed targets on a regular basis. Not bad for a person who wasn’t even getting to 50% of target most of the time. TOP GUN has made a huge difference to me."

"Since joing the Mentor program I have stopped cruising and started questioning and changing my habits. In particular with activities which are a big part of my day talking to customers, asking questions, quoting and so on. As a result, I’ve had great feedback from customers, and find that work is easier. I also feel more directed, having set some goals."

"Since joining the Mentor program, I am more focused and have clear objectives on what I am training to achieve in each sales call. I now visit my clients 1 or 2 days later than normal, but usually get much more information out of each client which allows me to close more business more easily."

"We provide kitchen design solutions, advice on pre-construction/ pre-renovation, link up to builders, manufactures & installers and specialize in practical, harmonious spaces for budgets of $15k - $100k. Since joining the Mentor program, I am now much more ocused on discipline to action my commitments. I've now achieve my goal to lose some weight and I don’t feel like I need to hide from my phone anymore. I am looking forward to expanding opportunities. The skills I'm learning from the TOP GUN Mentor program are about ethical selling and I am incorporating them into my presentations and this will have the effect of giving some consistency to my income."

"Since joining the Mentor program I have implemented Top Gun strategies on cold calling and the conversion ratios on my cold calls are now well up for qualifying new leads. I also have also placed signs around the office walls to motivate me. My cold call ratio is now such that I get 2 to 3 appointments out of 5 calls which I make. This has lead to an increase in quoting and increase in revenue well above budget."

"Since joining the Mentor group I have become a consultative sales professional. My customers are happy to have me re visit them and they are happy to provide me with referrals, making my cold calls warm calls and building rapport easier. This has led to increased sales at better prices and better after sales relationships. Alsco helps improve the health safety and image of businesses. We supply companies with the highest quality textiles and fully manage the system, allowing them to concentrate on their core business."

"Since joining the Mentor program, I have used the goal planning and visualisation strategies to define and specify my goals, make and set achievable goals with a realistic and specific time frame. I am now seeing results, sale targets achieved and I can now see the goal posts."

"Since joining the Mentor program I have set achievable goals and broken them down to step by step. I can see that things (tasks) are now getting done and with a better attitude, people are now much more responsive to me"

"Since joining the Mentor program, my sales have increased by 300%. I am relatively new in my job, so my bosses are very happy with my progress since starting Mentor. I know I can do better though. I can see that I am making progress towards my goals because my determination to do better each month is greater. My ability to take on constructive criticism and learn from it is better and I now look forward to hearing the progress of my un-reasonable Top Gun friends."

"The mentor program has given me the confidence to set up my own company, this will help to allow me to achieve my long term goals. After 2 months in the mentor program, I am more aware of my sales presentation and how I conduct myself in business, The sales I have made are now of higher quality and I have established stronger business networks."

"Since joining the Mentor program I have consciously brought a better personal/ professional balance into my life. I have also thought more clearly about the process of each sale. I have achieved a more sensible balance in my life. Sales are stable through a difficult period."

"As a business coach, I teach my clients to set their business goals, and coach them in achieving them. An integral part of this is a focus on upskilling their skills and competence in every thing they do. To do this, I need to be at the leading edge of the best practice in all facets of business, including sales. I found Wayne Berry's seminars so valuable that I quickly decided to join in the Mentor Program, and this has helped me personally in my sales... I have dramatically increased my sales conversion since undertaking the program."

"The Mentor program has given me the skills to change my sales process. I am now asking more and more questions and have also improved my negotiating skills. My improved skills have given me the courage to buy into the company I work for."