All articles by David Sables – Page 7
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Comment & OpinionWhy not just outlaw the obviously unfair trading practices?
I’m often accused of emotive language when discussing the Groceries Code Adjudicator…
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Comment & OpinionBe careful what you share with customers - keep your advantage
Do retailers’ own brands get an advantage from the information we share?…
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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…
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Comment & OpinionMake it pay while the sun shines: strategic and sensible selling
How’s the weather been for your business recently?…
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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…
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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…
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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
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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?…
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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….
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Comment & OpinionSelling requires you to adapt your style to the situation
Seeing the despairing face of the Asda food hall manager, I paused….
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Comment & Opinion
Trust, commitment and insight are needed for joint planning
Looking back, visionary joint planning has proved elusive…
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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?…
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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…
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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…
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Comment & Opinion
There are no two-day courses to ensure buyer collaboration
How to sell? Well, that rather depends on what you are selling…
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Comment & Opinion
Financial agility is key for modern account managers
The ability to use numbers can persuasively transform your results…
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Comment & Opinion
Buyers will only listen if they think they need your help
Let’s say you can clearly see that a customer is missing a trick in your category…
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News
With every call, find out something new about your customer
Twenty five years ago, selling in the grocery industry it was all very relationship dependent….
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Comment & Opinion
Know your promotion objectives before you select a promotion
Have you ever got to the checkout and been told: “These are on bogof so you can have another one free”?…
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Comment & Opinion
Sell more than just promotions: there are other business drivers
OK: you’re running a sales organisation and you think you spend most of your time on the right priorities…