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?
‘Direct selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com
UNDERSTANDING SELLING
* Exercise: Reading of newspaper article
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
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
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
UNDERSTANDING SELLING
* Exercise: Put yourself in your customer shoes!
‘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
???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 - www.businessknowledge.com
UNDERSTANDING SELLING
‘Direct selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com
UNDERSTANDING SELLING
‘Direct selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com
UNDERSTANDING SELLING
‘Direct selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com
UNDERSTANDING SELLING
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
‘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!
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