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Advanced Direct Selling Skills Training - Businessknowledge.biz

Enhance direct sales in your organization with our comprehensive training program. Learn from experienced trainers to boost sales success and customer loyalty.

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Advanced Direct Selling Skills Training - Businessknowledge.biz

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

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

  3. 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

  4. 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

  5. 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

  6. When? • Training schedule: • First training module 1.5 hours • Coffee brake20 minutes • Secondtraining module 1.5 hours • Lunch brake 1 hour • Third training module 1.5 hours • Coffee brake20 minutes • Fourth training module 1.5 hours

  7. What? • Training content • Understanding what is selling • Understanding different types of buyers • Systematic selling methodology • 10steps direct selling process • Characteristics of a good salesman • Customer relationship development • Building and maintaining customer loyalty

  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

  9. Who? • 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.

  10. Aloha Tower Marketplace - Honolulu

  11. Aloha Tower Marketplace - Honolulu

  12. Tgallery - Aloha Tower Marketplace - Honolulu

  13. South Street Seaport Marketplace - New York

  14. South Street Seaport Marketplace - New York

  15. Tgallery - South Street Seaport Marketplace - New York

  16. Cardservice International Hawaii- Honolulu

  17. Who? • 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?”

  18. Selling is … Communication Transaction Relation UNDERSTANDING SELLING ““Buyer is not a fool. Buyer is your wife.” -- David Ogilvy ‘Direct selling’– Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

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

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

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

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

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

  24. 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 Tavčioski and Miodrag Kostić - www.businessknowledge.com

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

  26. UNDERSTANDING SELLING Ron Martin ‘Direct selling’– Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

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

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

  29. 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 - www.businessknowledge.com

  30. 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 Tavčioski and Miodrag Kostić - www.businessknowledge.com

  31. 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 Contact: Thank you! Miodrag Kostić Director‘VEZA’Inc. E-mail: mkostic@veza.biz Mobile: +381 63 608 026 Danijel Tavčioski Director ‘KAKO’ agency E-mail: daniel@kako.co.yu Mobile: +381 63 381 944 www.businessknowledge.com

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