Understanding ourselves and others is an essential skill for all involved in business – but especially for salespeople, consultants, professionals, managers and supervisors. We offer a number of approaches to this, notably the following
LIFO (Life Orientation)
One of the best known
approaches to psychometric profiling, LIFO
works from a sophisticated questionnaire, through a seventy-page guide to
present a comprehensive picture of the individual and their behaviour in a
range of situations. These might include preferred working traits,
motivational aspects, the individual as a lone worker, within a team, as a
manager and so on. Within the sales context the individual can review
approaches to such things as preferred sales activity, proposals and
reports, sales presentations and, of course, understanding and dealing
with prospects, clients, colleagues and others. Individuals may repeat
their profiling for later comparisons and benchmarking.
LAB (Language and Behaviour)
LAB profiling is a unique approach to understanding the working
and motivational traits of an individual. Based on Meta programming, which has its roots in the area of
NLP, this profile is created from the language
patterns of an individual as they provide answers to a range of everyday
questions. This profile accepts that people are constantly changing and
that the mood of the moment or the context that an individual is operating
in will affect their profile. You cannot ask clients or staff to take
repeated profiling – but you can talk with them and this alone will reveal
a great deal of information. For example, whether they are proactive, goal
centred, listening to others, needing structure or procedures, whether
they welcome change, whether they want to work with others, whether they
will help others and so on.
Sales Tests
As well as
the above we are able to work with sales forces to administer a number of
sales related tests to establish sales
suitability , likely approaches to
selling and potential difficulties. In particular we work with Caliper UK,
a part of Caliper Corporation whose sales and general profiles have been
used for over 40 years with over 20,000 companies and over one million
profiles of sales personnel and applicants. Our programs
support the developmental needs which such profiling
exposes.
Task Selection
We can work
with a number of general psychometric profiles to establish the full range
of management and team selection
, job suitability, and motivational
and working traits. Some associates work in the area of stress, mentoring and counselling and these
may use some profiling where appropriate.
... WE'RE THERE WHEN YOU NEED TO TALK ...