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Trainers: Miodrag Kostić and Danijel Tavčioski

Training ’Successful retail selling’

Business education and consulting

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

“Everybody lives from selling something!”.

-- Robert Luis Stivenson
www.retailselling.biz
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
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,
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
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

What?

Training content

1. Understanding what is selling

2. Understanding different types of buyers

3. Systematic selling methodology

4. 12 steps retail 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 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.
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 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?”
 UNDERSTANDING SELLING

Selling is …

- Communication

- Transaction

- Relation

““Buyer is not a fool. Buyer is your wife.”

-- David Ogilvy

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - 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

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

 UNDERSTANDING SELLING

What is TRANSACTION?

Do you like to be influenced?

“ When salesman worries stop,

customers worries begin!”
-- Ted Levit

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - 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

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - 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

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - 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

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

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

“A goal is a dream with a deadline“

-- Napoleon Hill
 UNDERSTANDING SELLING

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

 UNDERSTANDING SELLING

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

 UNDERSTANDING SELLING

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

 UNDERSTANDING SELLING

12 steps retail selling system

1. How to make the first contact - the right impression?

2. How to position yourself in relation to your customer?
3. How to open the communication with your customer?
4. How to communicate what is your store all about?
5. How to give the right information on specific products?
6. How to overcome the obstacles during selling process?
7. How to get your customer to make the buying decision?
8. How to tell your customer to buy the product - close the sale?
9. How to up-sell and earn more per each sale?
10. How to cross-sell and make additional sales?
11. How to build lasting relationship with your customers?
12. How to get your customers to recommend you?

‘Successful retail 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 retail sales?
and

Keep your customers happy!

‘Successful retail selling’ – Danijel Tavčioski and Miodrag Kostić - www.businessknowledge.com

 Contact: VEZA Inc.
Ljubice Ivošević 23
11136 Beograd, Serbia

Tel/fax: +381 11 23 99 467

E-mail: info@veza.biz
Skype: miokos
Thank you! www.veza.biz

Miodrag Kostić Danijel Tavčioski

Director ‘VEZA’ Inc. Director ‘KAKO’ agency
E-mail: mkostic@veza.biz E-mail: daniel@kako.co.yu
Mobile: +381 63 608 026 Mobile: +381 63 381 944

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