All articles by David Sables – Page 9

Comment & Opinion

How to sell: engage with your customer's strategy

2012-04-21T00:00:00Z

A supplier had a cracking business with most major multiples but couldn’t get a breakthrough with Asda

Comment & Opinion

Be specific about what you are selling before you start to sell

2012-03-24T00:00:00Z

I ask account managers: “Which page do you write first when putting together a customer presentation?” They answer: “Page one, of course”. And there you have it. The result is a meandering deck of fabulous information misfiring in all directions.

Comment & Opinion

Play hard-nosed buyers at their own game

2012-03-17T00:00:00Z

Many were appalled by recent stories of Waitrose imposing £60 fines for deliveries made 45 minutes late…

Comment & Opinion

Buyers want category returns, not mates. Show them the money

2012-02-25T00:00:00Z

If you can’t demonstrate how your product will make money for them then get out your wallet and get down on your knees.

Comment & Opinion

What do buyers need? Be concise and ask 'route one' questions

2012-01-28T00:00:00Z

So the UK furniture salesman was always a bit embarrassed that he was selling bigger chairs designed for the American market.