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

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

3. www.retailselling.biz

4. 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 Why?

5. 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?

6. 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 How?

7. 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?

8. 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?

9. ??? 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

11. 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. Who?

12. Aloha Tower Marketplace - Honolulu

14. Tgallery - Aloha Tower Marketplace - Honolulu

15. South Street Seaport Marketplace - New York

17. Tgallery - South Street Seaport Marketplace - New York

18. Cardservice International Hawaii - Honolulu

19. 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?

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

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

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

23. What is RELATION? Why nobody likes obligation? ‘Successful retail 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

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

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

26. ‘Successful retail 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

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

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

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

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

31. ‘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?

32. ‘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!

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