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, complicated sales techniques or secret closes. We use the most advanced sales methodology based 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 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 to Miodrag Kostic has owned and managed "The T-Gallery", chain of 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 to Direct sales of ecommerce, on-line payment processing services, for Cardservice International Hawaii. Who?

Aloha Tower Marketplace - Honolulu

Tgallery - Aloha Tower Marketplace - Honolulu

South Street Seaport Marketplace - New York

Tgallery - South Street Seaport Marketplace - New York

Cardservice International Hawaii - Honolulu

Danijel Tavčioski From to 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 to Lecturer and trainer in sales, marketing and communication for Adizes Southeast Europe from From – Owner and director of the consulting agency Kako? Who?

Selling is … -Communication -Transaction -Relation Direct selling – Danijel Tavčioski and Miodrag Kostić - 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? Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING * Exercise: Reading of newspaper article

What is TRANSACTION? Do you like to be influenced? Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING When salesman worries stop, customers worries begin! -- Ted Levit

What is RELATION? Why nobody likes obligation? Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING 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! Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING * Exercise: Cutting the piece of paper

UNDERSTANDING SELLING * Exercise: Put yourself in your customer shoes!

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING 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

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING 10 steps direct selling system 1) The first contact - greeting 2) Establish rapport with the prospect 3) Discover customer wants-pain 4) Solve the problem of price (payment) 5) Give right information – presentation 6) Overcome obstacles – complaints 7) Make a deal – contract 8) Ask for the sale – closing 9) Sell and earn more – cross-up-sell 10) Confirm the sale – post sale

Direct selling – Danijel Tavčioski and Miodrag Kostić - UNDERSTANDING SELLING 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! VEZA Inc. Ljubice Ivošević Beograd, Serbia Tel/fax: Skype: miokos Danijel Tavčioski Director KAKO agency Mobile: Miodrag Kostić Director VEZA Inc. Mobile: