All articles by David Sables – Page 7
-
Comment & OpinionHelp the big four to reduce stock and create differentiation
Coverage of the Tesco scandal has oscillated between accounting misdemeanour and supplier treatment…
-
Comment & OpinionDiscounter copycats are a threat to brands and consumers
Imagine you’ve been out of the country for five years and now you are walking around an Aldi or Lidl…
-
Comment & OpinionDave Lewis era at Tesco heralds joined-up business plans
Tesco still commands about £1 in every £8 spent on all UK retail spending…
-
Comment & OpinionDon't skirt around the point - there is no harm in asking!
We are constantly fed a myth soup about selling and negotiation…
-
Comment & OpinionWhy not just outlaw the obviously unfair trading practices?
I’m often accused of emotive language when discussing the Groceries Code Adjudicator…
-
Comment & OpinionBe careful what you share with customers - keep your advantage
Do retailers’ own brands get an advantage from the information we share?…
-
Comment & OpinionAre major retailers easier to deal with as wounded animals?
We are witnessing a major shift in buying habits away from the big supers and into convenience formats…
-
Comment & OpinionMake it pay while the sun shines: strategic and sensible selling
How’s the weather been for your business recently?…
-
Comment & OpinionCalamity can provide an excellent customer service opportunity
I’m writing this in Datchet, Berkshire, where I’m stranded at home due to the flooding…
-
Comment & OpinionBeware the fallout from the big four's Christmas disaster
So how was Christmas for you? You were hoping for an iPad and got a cookbook…
-
Comment & OpinionEver been caught new-skilling a buyer? You sounded insincere
Communication skills are trainable, yes, but with any new skill it takes practice until you get proficient
-
Comment & Opinion'The art of selling' hasn't died
Have you noticed that astute young sales directors and wise old ones agree that the ‘art of selling’ has died?…
-
Comment & OpinionWho says selling is weak? That's just wrong
At a round of sales training events staged by IGD, the speaker announced that the more you sell the weaker you look….
-
Comment & OpinionSelling requires you to adapt your style to the situation
Seeing the despairing face of the Asda food hall manager, I paused….
-
Comment & Opinion
Trust, commitment and insight are needed for joint planning
Looking back, visionary joint planning has proved elusive…
-
News
Without indomitable spirit, you may not be cut out for sales
I’m often asked what makes a good salesperson. It’s obvious, isn’t it?…
-
Comment & Opinion
Objections don't mean rejection
Objections don’t always mean rejection and it’s important to manage them well to get the most out of the situation…
-
Comment & Opinion
Making a specific proposal is key to closing a sale
From time to time, I see it as my duty to dismantle some of the old myths of selling…
-
Comment & Opinion
There are no two-day courses to ensure buyer collaboration
How to sell? Well, that rather depends on what you are selling…
-
Comment & Opinion
Financial agility is key for modern account managers
The ability to use numbers can persuasively transform your results…