What are the things that a sales person should keep in mind inorder to lead to cash sales?

Sales people have a temptation for cross selling and they can jeopardize the sales cycle.And may sell only what they know, ignoring newer and, sometimes, higher-margin solutions.It varies from situation to situation and it is better to know the pulse of the client.

Take a very close at your SKU's. The answer will lie therein. Generally company's with a high bouquet of products and a number of SKU's (FMCG) particularly in the Thermoware, plastics, writing instruments, colours, home appliances etc., there is a mix of products that are low on MAV because of high quantum sales and High MAV. The products with a high MAV are generally not pushed by salesmen for numerous reasons. One of them being that if the target is quantity based and not value the low MAV products help them achieve it faster.

This is where a salesman has to be a little more clever. He has to bring in and identify means of selling the product mix in a manner where the value of the sales is higher than the quantum of the target. He has to bring about a very visible change in identifying more outlets with volume turnover and also new outlets that will have the capacity to stock and sell the higher MAV products. It is difficult but not impossible. There are techniques and ways to use this idea ffectively which I would not get into right now!! But the answer is always within the SKU's ... Look harder and the solution is right there staring at you!!

I feel the that a sales person should have the information regarding the most recent pricing, promotions and up-to-date product information, a salesperson could quote an inaccurate price and/or misrepresent the product’s capabilities, which could, in turn, lead to a lost sale or the need to modify the terms of the sale. Such a common mistake can cause a slower sales cycle and there are chances of loosing the sales and creating a bad impression in the minds of the customer.

The sales person should be aware of competitors product and analyse and at times accept customers complaints and suggestion, and remedial measure of one's product in future.