How to organize yourself as a 2020 salesman

1. ADVANCED SALES
. . . . . BETTER SALESMAN
Mihail Kitanovski, D2EM Consulting

2. IDENTIFICATION OF IMPORTANT REQUIREMENTS
 Communication
 Planning
 Time management
 ….
 ….. Prepare a list.
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Mihail Kitanovski 2020

3. ELEMENTS OF COMMUNICATION PROCESS
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Mihail Kitanovski 2020

4. EFFECTIVE COMMUNICATION
……IS ABOUT MORE THAN JUST EXCHANGING INFORMATION
 Become an engaged listener
 Focus fully on the speaker
 Try to set aside judgment.
 Pay attention to nonverbal signals
 Be aware of individual differences
 Adjust your nonverbal signals according to the context
 Keep stress in check
 Know your needs and wants
 Receive feedback positively.
 Accept compliments graciously
 Learn to say “no“
 Communication in order to fulfill customer care
requirements
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Mihail Kitanovski 2020

5. EFFECTIVE COMMUNICATION
. . . . . FEEDBACK
‘In an sales context, feedback is the information sent to
an entity (individual or a group) about its prior behavior so that the
entity may adjust its current and future behavior to achieve the
desired result’
Develop your feedback skills by:
 Feedback should be about behavior not personality
 Feedback should describe the effect of the person’s behavior on you
 Feedback should be as specific as possible
 Feedback should be timely
 Pick your moment
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Mihail Kitanovski 2020

6. COMMUNICATION IN DIFFERENT SITUATIONS
Intrapersonal = 
Interpersonal = 
Group = 
Public = 
Interpretive = 
Conclusion:
! manage yourself and ! manage the
situation 6
Mihail Kitanovski 2020

7. APPROACH AND COMMUNICATION STYLES
Approach
21 - XX
Expertise
18 – 28
Knowledge
7 – 18
System of values
0 – 7
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- Principles
- Goals
- Family
- Team
- Customer
Mihail Kitanovski 2020

8. IDENTIFYING AND RESOLVING CRITICAL PARTS OF
EXPORT PROCESS
?
(Flipchart - our list)
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Mihail Kitanovski 2020

9. PSYCHOLOGY IN COMMUNICATION
Psychological methodology is devoted to the
development and dissemination of methods for:
- collecting,
- analyzing,
- understanding, and
- interpreting psychological data.
- ‘What is important for both of us’
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Mihail Kitanovski 2020

10. ACTIVE LISTENING
Non-Verbal Signs of Attentive or Active Listening
 Smile
 Eye Contact
 Posture
 Mirroring
 Distraction
Verbal Signs of Attentive or Active Listening
 Positive Reinforcement
 Remembering
 Questioning
 Reflection
 Clarification
 Summarization
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Mihail Kitanovski 2020

11. ADVANCED SALES ISSUES (1/2)
 Modelling front man approach
 Cultural Differences and their influence to sales
process; (personal context)
 Social networks and their use in sales and
marketing;
 Linked In
 Xing
 FB
 Role Plays
 Types of salesman and salesman styles
 Negotiation process, negotiation skills and
practices;
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Mihail Kitanovski 2020

12. ADVANCED SALES ISSUES (2/2)
 Modelling front man approach
 Types of salesman and salesman styles
 Listener
 Officer
 Collabolator
 Deductor
 Negotiation process, negotiation skills:
 Skip the bariera
 No → Yes
 Resolving issues
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Mihail Kitanovski 2020

13. Thank you

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Mihail Kitanovski 2020