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 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 …

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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 …

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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 …

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