www.businessknowledge.biz

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• www.businessknowledge.biz
• Trainers Miodrag Kostic and Danijel Tavcioski

Training Successful retail selling
Business education and consulting
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??? Tell us about yourself. Are you selling
too?
Everybody lives from selling something!. --
Robert Luis Stivenson
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• www.retailselling.biz

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Why?

• What is the goal of this training?
• To improve retail 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

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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

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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, Harvey Mackey, Dale Carnegie, Harry
Beckwith, Tom Hopkins and Ron Martin selling
systems. Our goal is not a quick sale (just for
the profit), 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
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When?

• 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

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What?

• Training content
• Understanding what is selling
• Understanding different types of buyers
• Systematic selling methodology
• 12 steps retail selling process
• Characteristics of a good salesman
• Customer relationship development
• Building and maintaining customer loyalty

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??? 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
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Who?

• Miodrag Kostic
• 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.

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• Aloha Tower Marketplace - Honolulu

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• Aloha Tower Marketplace - Honolulu

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• Tgallery - Aloha Tower Marketplace - Honolulu

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• South Street Seaport Marketplace - New York

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• South Street Seaport Marketplace - New York

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• Tgallery - South Street Seaport Marketplace - New
  York

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• Cardservice International Hawaii - Honolulu

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Who?

• Danijel Tavcioski
• 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?

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UNDERSTANDING SELLING

• Selling is
• Communication
• Transaction
• Relation

Buyer is not a fool. Buyer is your wife. --
David Ogilvy
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING

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

Exercise Reading of newspaper article
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING

• What is TRANSACTION?
• Do you like to be influenced?

When salesman worries stop, customers worries
begin! -- Ted Levit
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING

• What is RELATION?
• Why nobody likes obligation?

Essential goal of selling is not to sell, but
to ensure repeated buying! -- Harvey Mackey
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING

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

Exercise Cutting the piece of paper
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING
Exercise Put yourself in your customer shoes!
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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
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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??? Why have you decided to become a
salesman?
A goal is a dream with a deadline -- Napoleon
Hill
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UNDERSTANDING SELLING
Ron Martin
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING
David Sandler
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING
Anthony Robins
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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UNDERSTANDING SELLING

• 12 steps retail selling system
• How to make the first contact - the right
  impression?
• How to position yourself in relation to your
  customer?
• How to open the communication with your
  customer?
• How to communicate what is your store all about?
• How to give the right information on specific
  products?
• How to overcome the obstacles during selling
  process?
• How to get your customer to make the buying
  decision?
• How to tell your customer to buy the product -
  close the sale?
• How to up-sell and earn more per each sale?
• How to cross-sell and make additional sales?
• How to build lasting relationship with your
  customers?
• How to get your customers to recommend you?

Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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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 retail sales? and Keep
your customers happy!
Successful retail selling Danijel Tavcioski
and Miodrag Kostic - www.businessknowledge.com
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VEZA Inc. Ljubice Ivoševic 23 11136 Beograd,
Serbia Tel/fax [phone] E-mail
info_at_veza.biz Skype miokos www.veza.biz
Contact Thank you!
Danijel Tavcioski Director KAKO agency E-mail
daniel_at_kako.co.yu Mobile [phone]
Miodrag Kostic Director VEZA Inc. E-mail
mkostic_at_veza.biz Mobile [phone]
www.businessknowledge.com