Tom Openshaw

Questioner
DISC Type : c

Head of Fuel & Wholesale at Sainsbury's

London, England, United Kingdom

Overview

Tom has no verified overview

Personality Overview

Systematic

Not Easily Convinced

Cautious & Analytical

They prefer to fully evaluate every situation.  They are more likely than others to negotiate on pricing and terms. While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters.

Topics They Care About

Tom has no verified topics they care about

Media Appearances

Tom has no verified media appearances

Work History

6-2022
Head of Fuel & Wholesale at Sainsbury's
3-2022 - 6-2022
Head of Wholesale - Sainsbury's B2B at Sainsbury's
5-2020 - 3-2022
Head of Sales- Sainsbury's B2B (Wholesale) at Sainsbury's
2-2018 - 5-2020
Business Development Manager - Sainsbury's B2B (Wholesale) at Sainsbury's
1-2017 - 2-2018
Franchise Manager - Sainsbury's B2B (Wholesale) at Sainsbury's

Education

2007 - 2009
Education details unavailable from London Business School
2003 - 2007
Commerce with Spanish from University of Birmingham

More Information

Social Presence :

Prographics :

Exp : 18 Location : London, England, United Kingdom Job Level : Mid-senior Designation : Head of Fuel & Wholesale at Sainsbury's
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Emphasise more on facts and measurable benefits
  • Keep some extra margin in hand as they will likely negotiate the pricing

DONT's

  • Avoid rushing them, be polite and patient
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t overhype the product/pitch, keep it measured

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Confidence that the product provides ROI, effective pricing and process adherence matter the most to them.

  • Will you ever get a clear answer from Tom

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They can move at a reasonable pace while making their decisions if they have the necessary information.

  • Can Tom take some risk or not?

  • If they believe that they have analyzed the situation well, they can take a little risk.

You And Tom

Personality Compatibility


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