Blog 4: A new selling environment

#CAPITALISE BLOG SERIES by Mark Erskine, Director of Seller Performance & LIFO® Master Trainer The world of selling and selling process is being taken over by the world of buying and the buying process.  But surely at least the final beauty parade is still an opportunity to influence the decision. Here at last the seller can get in front of user …

Mark ErskineBlog 4: A new selling environment

Blog 3: Changing skills of buyers and sellers

In years gone by rookie sales people started their careers with Companies who rigoruously trained core foundation selling skills – questioning and listening, rapport building, elevator pitches, objection handling, presentation skills, negotiating , closing skills and the like.  If you were serious about a career in sales you joined someone like Rank Xerox. Not necessarily because you wanted to sell …

Mark ErskineBlog 3: Changing skills of buyers and sellers

Blog 1: Changing Profile of the Buyer

By Mark Erskine, Director & Owner, Seller Performance Ltd Whatever market sector you are in when selling, no one can have escaped the fact that the buying process has changed.  Sales people traditionally have sold to “user buyers” – those responsible for the day-to-day use or supervision of the product or service you are selling. After all they needed to …

Mark ErskineBlog 1: Changing Profile of the Buyer