Blog 8: Manage your selling style

#CAPITALISE BLOG SERIES (8 OF 9) By Mark Erskine, Director and Owner of Seller Performance & LIFO Master Trainer and Coach When Sales Managers think of development for their teams, they typically consider programmes on negotiation skills, presentation skills, questioning and listening skills, objection handling and the like. Given that the average sales person probably only spends 10 to 15% …

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Blog 7: Discovering your behavioural profile with LIFO®

#CAPITALISE BLOG SERIES (7 OF 9) By Mark Erskine, Director and Owner of Seller Performance & LIFO Master Trainer and Coach Using behavioural or psychometric profiling tools has, over the past years, become a norm for organisations when recruiting for key positions as they have recognised the reliability and validity of these tools in the selection process. Unfortunately the profile …

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Blog 6: Understanding the Neuroscience of Sales

#CAPITALISE BLOG SERIES By Mark Erskine, Director & Owner of Seller Performance & LIFO Master Trainer & Coach “If you have read a new business book, done executive training or attended a leadership summit recently, you have probably seen a slide, diagram or animation of the human brain. Excitement about neuroscience is high. Where it intersects with leadership studies, it …

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Blog 2: Who holds the cards?

#CAPITALISE BLOG SERIES by Mark Erskine, Director of Seller Performance & LIFO® Master Trainer Sales people used to hold all the cards – they knew more about their product and service than the user buyer.  This allowed them to control the selling process and use honed selling skills to persuade, influence and close deals. But the sales world has changed. Information …

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Behavioural profiling: Hodgson vs Conte #Euro2016

Following  another disaster for England in a major tournament, the national football team is on the front and back pages of the national newspapers again for all the wrong reasons, with the FA announcing a full inquest into the humiliating exit from Euro 2016 at the hands of minnows, Iceland. Whatever industry you’re in, the majority of inquests into team failures, the …

adminBehavioural profiling: Hodgson vs Conte #Euro2016