Art of FMCG Selling

Why Racing to Sell Can Hurt Your Business

When salespeople try to push too hard and fast, customers often don't like it. About two-thirds of buyers feel uncomfortable when someone tries too hard to sell them something. In India, when sales happen too quickly, nearly half of these quick deals fall apart later. Also, when you pressure people too much, they're less likely to come back and buy from you again.

Being Patient Helps You Sell Better

When you take your time selling consumer goods, good things happen. Customers feel more relaxed and can think better about what they want to buy. When people don't feel rushed, they usually feel happier about what they bought and are less likely to return items or complain.

Don't Look Too Eager

Being too eager to sell can actually hurt your business. When you look desperate to make a sale, customers often think something might be wrong with your products. They might also ask for big discounts, sometimes wanting to pay 15-20% less than your normal price. It's better to stay calm and confident.

Taking Your Time Builds Trust

When you don't rush to make every sale, customers start to trust you more. They see you as someone who knows what they're doing. This helps you keep your prices fair and makes customers value your time. They also start to think your products must be popular, which makes more people want to buy them.

Focus on Your Best Customers

Most of your sales will come from a small number of your customers. Instead of trying to sell to everyone, spend more time with the customers who buy the most from you. Let others handle the smaller sales, or use computer systems to take care of basic orders.

It's Okay to Be Busy Sometimes

You don't need to be available all the time. When customers see that you're busy with other work, they often respect you more. They understand that good businesses have many customers to serve. This can actually make them more eager to buy from you when they have the chance.

Learning to Say No

Part of being smart about your work is knowing when to say no. You don't need to go to every meeting or answer every call right away. Save your energy for the things that really matter, like keeping your best customers happy and finding new ways to sell your products.

Using Technology to Make Work Easier

Modern salespeople use computers and phones to work smarter, not harder. They use special programs to:
- Keep track of what customers like to buy
- Let customers order things easily
- Predict what customers might want next
- Answer simple customer questions automatically

Take Time to Make Good Decisions

When you need to make big decisions about sales, it's better to think things through carefully. This helps you build better relationships with customers and avoid problems later. When you take your time, you make fewer mistakes and can often get better prices for your products.

Quick Decisions Can Cause Problems

When you rush to make sales, you might miss important details. You might not understand exactly what your customer wants, or you might agree to prices that are too low. Taking a little extra time can help you avoid these problems.

Work Smarter, Not Harder

The best salespeople aren't always the ones who work the longest hours. They're the ones who know how to use their time wisely. By focusing on what's most important and not wasting time on things that don't matter much, you can:

• Feel less stressed at work

• Have more time to think about how to sell better

• Keep customers happier

• Make better deals

Conclusion

Being smart about how you use your energy in consumer goods sales means knowing when to move fast and when to take it slow. You don't need to work harder - you need to work smarter. In India's busy market, this approach can help you succeed and keep your business growing for a long time.