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 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 …

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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 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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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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Behavioural Profile Insights: Clinton vs Trump #PresidentialDebate

Character over Policy? We all manage how we communicate and engage with others every day – we do it intuitively – after all 95% of what the brain does is done in the sub conscious. When we are applying for a new job, we think very consciously about how we come across to others – what we say, how we …

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Behavioural Profiling Insights: Theresa May PM and her new Cabinet

What does Behavioural Profiling tell us about Theresa May PM and her new Cabinet? By Mark Erskine, Director & Owner of Seller Performance From observing Theresa May in recent weeks, we can expect to be highly methodical, analytical and structured with her answers when she is challenged in her first #PMQs today– always with an eye on ensuring mistakes are avoided. Her most preferred behavioural style is almost certainly Conserving. This I believe …

adminBehavioural Profiling Insights: Theresa May PM and her new Cabinet