Retail Sales Training

www.businessknowledge.biz

Trainers: Train ers: Miodrag Miodrag Kosti and Danijel Danijel Tavioski Tavioski

Training ¶Successful retail selling¶

Business education and consulting

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

³Everybody lives from selling something!´. -- Robert Luis Stivenson

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

³Everybody lives from selling something!´. -- Robert Luis Stivenson

www.retailselling.biz

Why? Wh at

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.

"T he

main producers of wealth have become information and knowledge." -- Peter Drucker

How ? How would we

make it happen?

-

Learning theoretical

-

Reflecting on personal experiences

-

Using forms and questionnaires

-

Through interactive

-

Using business case studies

"T ell

knowledge

w orkshops

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



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. 12 steps retail selling process 5. Characteristics of a good salesman 6. Customer relationship development 7. Building and maintaining customer loyalty

??? What do you t hink when you hear the word SALESMAN?

³ Th ere are worse things in life than death. Have you ever spent an evening with an insurance salesman?´. -- Woody Allen

Wh o?

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

Wh o?

Danijel

Tavioski

From 1989. to 2002. -

Copy-writer and director for more t han 600 advertising video productions. Lecturer and consultant with over 15 years experience creating marketing strategy for leading companies in t he region.

From 2002. to 2006. Lecturer

and trainer in sales, marketing and communication for Adizes Sout heast Europe from 2004.

From 2006. ± Owner and director of the consulting agency ³Kako?´

UNDERSTANDING SELLING

Selling is « -

Communication

-

Transaction

-

Relation

³ ³Buyer is not a fool. Buyer is your wife.´ -- David Ogilvy

Successful retail selling  Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com


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

* Exercise: Reading of ne wspaper article



What is TRANSACTION? Do

you like to be influenced ?

³ Wh en salesman worries stop, customers worries begin!´ -- T ed Levit Successful retail selling  Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com


What is RELATION? Why nobody likes obligation ?

³ Essential goal of selling is not to sell, but to ensure repeated buying!´ -- Harvey Mackey Successful retail selling  Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com


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

* Exercise: Cutting the piece of paper



* Exercise: Put yourself in your customer s hoes!


Selling is a profession of giving, not taking! Your personal definition of selling defines your be havior and success as a salesman ³ Selling is giving the customer sufficient information to make an intelligent buying decision, be it YES or NO.´ -- Ron Martin ³Selling is not convincing customer why he has to buy from us, but creating conditions for him to convince himself !´ -- Harvey Mackey


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

³ A goal is a dream with a deadline³ -- Napoleon Hill






Successful retail selling  Danijel Tavioski and Miodrag Kosti - www.businessknowledge.com




12 steps retail selling system 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12.

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?



This is only t he beginning (of the wonderful friendship)

Please call us so

we

can show you

the rest of this presentation and How

can we help you gro w your retail sales ? and

Keep your customers happy!


Retail Sales Training

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