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Trainers: Miodrag Kosti and Danijel Tavioski

Training Direct selling skills

Business education and consulting

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

Everybody lives from selling something!.

-- Robert Luis Stivenson

Why?
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

How?
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

When?
Training schedule:

First training module 1.5 hours

Coffee brake 20 minutes

Lunch brake 1 hour

Third training module 1.5 hours

Coffee brake 20 minutes

Fourth training module 1.5 hours

Second training module 1.5 hours

What?
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 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

Who?

Miodrag Kosti
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.

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

Who?
Danijel Tavioski
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?

UNDERSTANDING SELLING

Selling is
- Communication
- Transaction
- Relation
Buyer is not a fool. Buyer is your wife.
-- David Ogilvy

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

What is COMMUNICATION?
Why do we like to talk more than we like to listen?

* Exercise: Reading of newspaper article

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

What is TRANSACTION?
Do you like to be influenced?

When salesman worries stop,

customers worries begin!
-- Ted Levit
Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

What is RELATION?
Why nobody likes obligation?

Essential goal of selling is not to sell,

but to ensure repeated buying!
-- Harvey Mackey
Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

Selling is a process!
And to successfully manage processes,
We always need the SYSTEM!

* Exercise: Cutting the piece of paper

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

* Exercise: Put yourself in your customer shoes!

UNDERSTANDING SELLING

Selling is a profession of giving, not taking!

Your personal definition of selling defines your behavior
and success as a salesman
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
Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

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

A goal is a dream with a deadline

-- Napoleon Hill

UNDERSTANDING SELLING

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

UNDERSTANDING SELLING

Direct selling Danijel Tavioski and Miodrag Kosti - 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

Direct selling Danijel Tavioski and Miodrag Kosti - 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!

Direct selling Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com

Contact:

Thank you!

VEZA Inc.
Ljubice Ivoevi 23
11136 Beograd, Serbia
Tel/fax: +381 11 23 99 467
E-mail: info@veza.biz
Skype: miokos
www.veza.biz

Miodrag Kosti

Danijel Tavioski

Director VEZA Inc.

E-mail: mkostic@veza.biz
Mobile: +381 63 608 026

Director KAKO agency

E-mail: daniel@kako.co.yu
Mobile: +381 63 381 944

www.businessknowledge.com