Sales & Negotiations Skills to Drive Growth in Turbulent Times

“Sales & Negotiations Skills to Drive Growth in Turbulent Times”

Sotiris Karagiannis

Date: 23.02.2023

Time: 10:00 – 16:00h

Location: M6 Educational Centre Skopje

What to expect from the workshop:

Develop a growth mindset as a salesperson of the 21st century
Sell your products and services from the client’s point of view
Create a winning strategy for your next sales call
Ask the right questions to uncover your client’s needs
Deal with their concerns/objections with confidence
Apply tested Win-Win negotiations principles to build long-lasting relationships of trust
Respond to different client profiles by adjusting your profile.

AGENDA – Main Topics Covered:

Introduction to the workshop-Expectations
The challenges salespeople face today-from transactional to relationship selling
Meeting client expectations-How do we bridge the gap between “what we sell” and “what the client buys?”
Different client profiles and how to deal with them
Preparing for the sales call from the client’s perspective
Identifying clients’ needs-Asking the right questions
Absolute and Desirable criteria-what role do they play in the client’s decision to buy a product?
Handling clients’ objections today
Handling reasonable and emotional objections
Uncovering hidden objections- The “magic” of trial close
Applications based on real-case scenarios.

Value-Based Selling in the 21st century

Provokes with value-adding opportunities outside budget constraints
Challenges and exceeds customer expectations
Applies ‘alternative medicine’ practices to relieve ‘pain’
Targets strategic problems
Starts with the ‘why’ and then the ‘what’ and the ‘how’
Builds on insights to provoke a response
Is proactive and assumes a leading role

Deliverables:

Who is it meant for:

Price:

200 EUR per participant.

For more than one participant from the same company, please contact us at info@m6.edu.mk

About the Trainer:
Sotiris Karagiannis

Training and development: 30 years+ in sales, customer service, leading change,communication and presentation skills, organizational culture change, storytelling

Corporate coaching: 20 years+ in coaching middle and senior managers in performance-based coaching and solution-focused coaching in Central and South-East Europe.

“Sales & Negotiations Skills to Drive Growth in Turbulent Times”

Dritan Mezini

Dritan Mezini is the founder and the Executive Director of DM Consulting Services (www.dm-consulting.biz) in Albania and in Kosovo. He is also the founder of the well-known regional online job portal www.duapune.com.

Dritan lived, in the USA starting from 1996 till early 2004.

Regarding the Labor Market engagement, Mr. Mezini is a member of National Labour Council, Board Chairman of VET School “Gjergji Canco”.

Dritan is active in the majority of future jobs and skills topic, digital transformation, startup, entrepreneurship and innovation activities in Albania, Kosovo and in the region. He has participated as a juror and mentor in many startup activities in Albania and in the region.

Dritan volunteers and drives activities supporting the community, sport ecosystem and environment.

Modules covered:

Intercultural management, International Human Resource Management & Negotiations

Valentin Pepeljugoski

He has experience working IPRs related projects/cases in Republic of North Macedonia, Kosovo, Serbia, Albania and throughout Balkans. As part of the Macedonian negotiation team, Pepeljugoskiparticipated in the WTO accession process having in-depth knowledge on WTO TRIPS Agreement.

He is fluent in English, Macedonian, Serbian and Croatian, as well as German and Bulgarian.

Modules covered:

International commercial law and regulatory

MODULE 2

MODULE 3

MODULE 4

What is happening in the global market?

Where are we in the digital workplace?

What holds the future of the jobs and skills?

Are we ready?

MODULE 5

MODULE 6

MODULE 7

determination of the governing law in agreements with international characteristics;

jurisdiction in disputes with international characteristics (internal, international, and European public law);

arbitration (arbitration clause, rules of procedure);

enforcement of a foreign judgment or arbitration decision.

Bertram Lohmüller

Modules covered:

International Business Management

International Sales

International Marketing

Anna Mozzhukhina

Modules covered:

Intercultural management, International Human Resource Management & Negotiations

Dr. Andreas Frost

Modules covered:

International commercial law and regulatory

Ruben Gotthardt, M.A.

Modules covered:

Global Sourcing & Logistics

Dr. Nikolas Hourvouliades

Modules covered:

International Financial Management

dr.sc. Vedran Ceranić

At EFFECTUS, he lectures on a number of private law courses (Fundamentals of Commercial Law, Company Law, Management of Capital Companies, Status Changes of Companies). Narrow areas of research interest are in the domain of commercial and company law and arbitration.

Modules covered:

International commercial law and regulatory

Vlatko Bezoski

With over 20 years of work experience in project management, as well as design and process management, Vlatko Bezoski has gained over the years extensive knowledge and expertise in the field of logistics, international transport and global supply chains.

He graduated from the Faculty of Economics at the University “Ss. Cyril and Methodius University – Skopje in 2000, and in 2006 completed a master’s degree in the field of logistics and global supply chains at City College Thessaloniki as part of the Sheffield University – England.

Fluent in English, Macedonian, Serbian and Croatian.

Today Vlatko Bezoski is Director of Sales and Marketing for Macedonia in Quehenberger Logistic Macedonia.

Modules covered:

Global Sourcing & Logistics

Ljupco Veleski

Modules covered:

International Business Management

International Sales

Kalin Babusku

Kalin Babušku is the Managing Partner of Macedonia Export, working on Brand Management and Brand Development.He is responsible for development of the following brands on the international market:

NoBull…™ – (www.justnobull.com)

Bio422™ – (www.fourtwentytwo.eu)

B-GoodFood™ – (www.b-goodfood.com)

Tip of the Week™

He has been awarded as the Best Promoter of Macedonia for the year 2011 and for Best Business Plan in 2007. Kalin speaks English, Bulgarian, Serbian/Croatian fluently and has basic knowledge of German.

Modules covered:

International Marketing

Elena Mladenovska Jelenkovikj

Strategy, marketing & business development

Marketing and Communication – Product development – Pricing – CRM – Sales – Change Management

She is constantly seeking for new professional and private challenges which will make positive difference in the working environment and the society, that way enhancing efficiency and wider business impact. Self-challenging for constant personal and professional development.

Areas of expertise: Strategy, Business Development, International Marketing, Product Development, Pricing, Operational Management, Innovation, Business Intelligence, CRM, CX, PR and Media, Leadership, Sales, Sales Support and DC, Sustainable Development, Change Management, Event management.

Modules covered:

International Marketing

Kastriot Arifi

Other notable experiences include the working for a globally renowned research company Canadean LTD, responsible for the regional markets of Kosovo, Albania and Macedonia, as research consultant involved in producing in-depth market insight reports through qualitative market research.

Modules covered:

International Marketing