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 5: End of the road or start of a new journey for Sales?

#CAPITALISE BLOG SERIES by Mark Erskine, Director of Seller Performance & LIFO® Master Trainer Is everything just going to become an Internet based transactional process?  Are sales people going to be too expensive a resource to justify? Fortunately I, and many sales professionals, don’t believe so.  Sales people, however, will need to learn to consciously adapt their skills more than ever …

adminBlog 5: End of the road or start of a new journey for Sales?

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 …

adminBlog 3: Changing skills of buyers and sellers