How you can improve the sales productivity by using analyticas of buyer...

1. Sale Productivity Multiplier
Work quality improvement engine...
Developed By- Gaurav Mulia

2.  PRODUCTIVITY:
Maximum results in
minimum time
 LEVERAGE:
Maximum results in
minimum effort (ease)
Developed By- Gaurav Mulia

3. DECALRE EXPIRY....




Set expiry date for everything in your life which helps
you in to define new things in your life.
Define time line for new things start up and expiry
date for the current process/work style.
For defining expiry date you can get to be habitual
for setting life cycle of each an every work style and
every thing you do i.e. What you speak, wear, think,
behave, react, pitch, see and everything you do.
Also ask yourself and customer everything for expiry
date of their current system, work style and all.
Developed By- Gaurav Mulia

4. INTELLIGENCE
V/S
WISEDOM
Developed By- Gaurav Mulia

5. INTELLIGENT

Person who know everything and work smartly are
intelligent people enough.

But even though it is not enough in the environment
of tough competition where all wants results.
Developed By- Gaurav Mulia

6. WISEDOM

Wise people are those who actually migrate data into
information and than to result.

Wise people are always work in strategy.
Developed By- Gaurav Mulia

7. Wisedom Manufacturing Process

Data=Basic inputs you have about customer

Information=Put exact value to basic data

Knowledge=You get exact need of customer form
data and information.
Developed By- Gaurav Mulia

8. Thumbnail rule of Decision making

Customer first buys the salesman

Second buys the company

Third buy the product
Developed By- Gaurav Mulia

9. “Personality matters a lot to
customer first than your
product knowledge than your
company than your features of
product”
Developed By- Gaurav Mulia

10. “Getting results doesn’t
take much time at all,
BUT
Its not getting result
that takes up all the
time”
Developed By- Gaurav Mulia

11. Time & Effort
Money
Result = Money
Sales = Do right things
only
Developed By- Gaurav Mulia

12. Ask 5 irritating questions to customer
1.
2.
3.
4.
5.
Why do you get out of bed every morning?
Who are the most important people in your life?
What is the most important to you in the world?
What do you want to achieve before you leave
this world?
What do you really love about your life?
Developed By- Gaurav Mulia

13. You should be ready with all questions

Give all the answer like that customer will dazzle with
your answer and he/she will listen you for a long.

It also helps for you to generate reference for the
same customer.

Every customer have more 20 more references if
you win customer you automatically enabled....!
Developed By- Gaurav Mulia

14. What customer listens from you...






Customer listen more about real life and business
Customer want to listen about world, layman
language, benefits and last to the product
Open call from his/her day to day life things and now
engage him with his/her current problems which he
wanted to have solution
Ask him more about what he wanted to do in future
and what is his goal for doing so you must have
sound goal for you life.
He listens your dialogue more interestingly on real
life...
Close your call with result oriented only...
Developed By- Gaurav Mulia

15. ABC Methodology for sales

A. B. C. stands for Always Be Closing...

It means you always to be closing in your sales
process because as I told only matters is Results
neither your effort nor time.

So always be oriented towards your results only.
Developed By- Gaurav Mulia

16. Create Need in the mind of the customer

Products or Solutions can only be sold easily if you
are able to pinpoint or raise new need in the mind of
customer.

Once needs are rectified you need not to do more
explain about the Products and its features.

Ask questions which can identify the need of
customer and you can directly pitch the product.
Developed By- Gaurav Mulia

17. Ask for order repeatedly....



As per Santosh Nair he used to ask more and more
times of orders
If you don’t ask then there is no space for you to win
the call.
Once you ask the order either customer will say yes
or say no but you will not ask for demo than you will
never get a business/order.
Developed By- Gaurav Mulia

18. “Move your professional
objectives the take the
highest value level”
Developed By- Gaurav Mulia

19. “Customer pay considerably
more for what they feel holds
greatest value ”
Developed By- Gaurav Mulia

20. 5 Levels of Sales Services
MEANINGFUL
TRANSFORMATION
UNIQUE EXPERIENCE
EXPECTIONAL
SERVICES
UNIQUE
PRODUCT
COMMODITY
Developed By- Gaurav Mulia

21. “Those people who provide
meaningful transformation
Receives the greatest
compensation and least
competition”
Developed By- Gaurav Mulia

22. Dialogue Building

Always be ready for each and every problems from
customer.

As per one survey your 80% sales is predicated at
home only.

Always create a environment where you can get
reference for the another client.
Developed By- Gaurav Mulia

23. Thumbnail rule for call

Fix your next meeting before you leave the client
end.

Be ready to sell anytime and anywhere

Gape between two meetings should not be more
than 48 hours.

Product knowledge is not only you have to talk about
you have to talk more about what around the client’s
life.
Developed By- Gaurav Mulia

24. Some one say Impracticality
 “Impracticality
is the vocabulary of a
mediocre who does not want to take
the responsibility of
implementation???”
Developed By- Gaurav Mulia

25. “HAPPY SELLING TO ALL
WISE PEOPLE”
ALL THE BEST...!
BY-GAURAV (VSPL)
Developed By- Gaurav Mulia