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

2. ??? Tell us about yourself. Are you selling too? Everybody lives from selling something!. -- Robert Luis Stivenson

3. 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?

4. 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?

5. 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?

6. 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?

7. 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?

8. ??? 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

10. Miodrag Kostić From 1991. to 1998. 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 1998. to 2002. Direct sales of ecommerce, on-line payment processing services, for Cardservice International Hawaii. Who?

11. Aloha Tower Marketplace - Honolulu

13. Tgallery - Aloha Tower Marketplace - Honolulu

14. South Street Seaport Marketplace - New York

16. Tgallery - South Street Seaport Marketplace - New York

17. Cardservice International Hawaii - Honolulu

18. 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?

19. 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

20. What is COMMUNICATION? Why do we like to talk more than we like to listen? Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING * Exercise: Reading of newspaper article

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

22. What is RELATION? Why nobody likes obligation? Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING Essential goal of selling is not to sell, but to ensure repeated buying! -- Harvey Mackey

23. Selling is a process! And to successfully manage processes, We always need the SYSTEM! Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING * Exercise: Cutting the piece of paper

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

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

26. ??? Why have you decided to become a salesman? A goal is a dream with a deadline -- Napoleon Hill

27. Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING

28. Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING

29. Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com UNDERSTANDING SELLING

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

31. Direct selling – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com 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!

32. Contact: Thank you! www.businessknowledge.com VEZA Inc. Ljubice Ivošević 23 11136 Beograd, Serbia Tel/fax: +381 11 23 99 467 E-mail: info@veza.biz Skype: miokos www.veza.biz Danijel Tavčioski Director KAKO agency E-mail: daniel@kako.co.yu Mobile: +381 63 381 944 Miodrag Kostić Director VEZA Inc. E-mail: mkostic@veza.biz Mobile: +381 63 608 026