Www.businessknowledge.biz Trainers: Miodrag Kostić and Danijel Tavčioski Training Direct selling skills Business education and consulting

www.businessknowledge.biz

Trainers: Miodrag Kostić and Danijel Tavčioski

Training ’Direct selling skills’

Business education and consulting

???Tell us about yourself. Are you selling too?

“Everybody lives from selling something!”. -- Robert Luis Stivenson

What is the goal of this training?

To improve direct sales in your organization!

How would we do it?

• Understanding what is selling (buyer)?• Understanding and using the selling system.• Working successfully in teams.• Measuring results and improving.

"The main producers of wealth have become information and knowledge."-- Peter Drucker

Why?

How would we make it happen?

- Learning theoretical knowledge,

- Reflecting on personal experiences,

- Using forms and questionnaires,

- Through interactive workshops,

- Using business case studies.

"Tell me and I'll forget, Show me and I might remember, Involve me and I'll understand."-- Benjamin Franklin

How?

We do not teach cheap NLP tricks, complicatedsales techniques or secret closes.

We use the most advanced sales methodologybased on David Sandler, Antony Robbins,Ron Martin and Dale Carnegie selling systems.

Our goal is not a quick sale (just for the profit sake), but selling to gain and maintain loyal customers, as the only way of achieving sustained growth.

"An organization's ability to learn, and translate that learning into action rapidly is the ultimate competitive business advantage."-- Jack Welch

How?

Training schedule:

• First training module 1.5 hours

• Coffee brake 20 minutes• • Second training module 1.5 hours

• Lunch brake 1 hour

• Third training module 1.5 hours

• Coffee brake 20 minutes

• Fourth training module 1.5 hours

When?

Training content

1. Understanding what is selling

2. Understanding different types of buyers

3. Systematic selling methodology

4. 10 steps direct selling process

5. Characteristics of a good salesman

6. Customer relationship development

7. Building and maintaining customer loyalty

What?

???What do you think when you hear

the word SALESMAN?

“There are worse things in life than death. Have you ever spent an evening with an insurance salesman?”. -- Woody Allen

Miodrag Kostić

From 1991. to 1998.Miodrag Kostic has owned and managed "The T-Gallery", chainof upscale retail stores on prestigious locations at: • 112 McDougal St., Greenwich Village, New York• South Street Seaport Marketplace, New York• Aloha Tower Marketplace, Honolulu

From 1998. to 2002.Direct sales of ecommerce, on-line payment processingservices, for Cardservice International Hawaii.

Who?

Aloha Tower Marketplace - Honolulu

Aloha Tower Marketplace - Honolulu

Tgallery - Aloha Tower Marketplace - Honolulu

South Street Seaport Marketplace - New York

South Street Seaport Marketplace - New York

Tgallery - South Street Seaport Marketplace - New York

Cardservice International Hawaii - Honolulu

Danijel Tavčioski

From 1989. to 2002.- Copy-writer and director for more than 600 advertising video

productions. - Lecturer and consultant with over 15 years experience creating

marketing strategy for leading companies in the region.

From 2002. to 2006.Lecturer and trainer in sales, marketing and communication for Adizes Southeast Europe from 2004.

From 2006. –Owner and director of the consulting agency “Kako?”

Who?

Selling is …

- Communication

- Transaction

- Relation

‘Direct selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

UNDERSTANDING SELLING

““Buyer is not a fool. Buyer is your wife.”-- David Ogilvy

What is COMMUNICATION?

Why do we like to talk more than we like to listen?



* Exercise: Reading of newspaper article

What is TRANSACTION?

Do you like to be influenced?



“ When salesman worries stop, customers worries begin!” -- Ted Levit

What is RELATION?

Why nobody likes obligation?



“ Essential goal of selling is not to sell, but to ensure repeated buying!” -- Harvey Mackey

Selling is a process!

And to successfully manage processes,

We always need the SYSTEM!



* Exercise: Cutting the piece of paper


* Exercise: Put yourself in your customer shoes!



“ Selling is giving the customer sufficient information to make an intelligent buying decision, be it YES or NO.”-- Ron Martin

“Selling is not convincing customer why he has to buy from us, but creating conditions for him to convince himself!”-- Harvey Mackey

Selling is a profession of giving, not taking!

Your personal definition of selling defines your behavior and success as a salesman

???Why have you decided to become a salesman?

“A goal is a dream with a deadline“-- Napoleon Hill









10 steps direct selling system

1) The first contact - greeting2) Establish rapport with the prospect3) Discover customer wants-pain4) Solve the problem of price (payment)5) Give right information – presentation6) Overcome obstacles – complaints 7) Make a deal – contract8) Ask for the sale – closing9) Sell and earn more – cross-up-sell10) Confirm the sale – post sale



This is only the beginning (of the wonderful friendship)

Please call us so we can show you

the rest of this presentation

and

How can we help you grow your direct sales?

and

Keep your customers happy!

Contact:

Thank you!

www.businessknowledge.com

VEZA Inc.Ljubice Ivošević 2311136 Beograd, Serbia

Tel/fax: +381 11 23 99 467E-mail: [email protected]: miokoswww.veza.biz

Danijel Tavčioski Director ‘KAKO’ agencyE-mail: [email protected]: +381 63 381 944

Miodrag Kostić Director ‘VEZA’ Inc.E-mail: [email protected]: +381 63 608 026

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Www.businessknowledge.biz Trainers: Miodrag Kostić and Danijel Tavčioski Training Direct selling skills Business education and consulting