This training is a detailed guide through the sales process and it uses the PRO-PAYBACK model to help participants improve their sales competences. Participants will learn techniques that help identify sales opportunities and any room for upsell and cross-sell in everyday business situations. Applying this model will increase participants’ sales confidence as well as chances for positive outcomes.

 Training topics:

  • Basic steps of sales process
  • Preparation for sales meeting, setting objectives
  • Researching and obtaining information about the prospect buyer
  • Generating interest, creating the need
  • Establishing trust
  • Analysing, drafting and presentation of a sales offer and its value for the prospect buyer
  • Elevator pitch – short presentation of a key idea
  • Professional efficient handling of buyer’s objectives
  • Closing techniques
  • Creating opportunity for upsell and cross-sell
  • Closing the sale


Three 2 hour VILT sessions


190 EUR, excl. VAT


Ana Delić is an economist with 15 years of work experience in sales management in the telecom industry, has been a permanent member of the Gi Group training team since 2016. Ana has extensive experience in an international company in the field of customer relationship development and sales team management. As a manager she was in charge of retail, affiliate sales, telales, web sales, and the narrowest specialty was B2B sales.

Currently, Ana actively participates in defining organizational, team and personnel needs in the field of business improvement and team management, as well as creating and implementing specific projects and trainings. Some of the topics she deals with are: leadership skills, managing high performing teams, managing underperformers, communication skills, sales and negotiation skills.

During her coaching work, Ana cooperated with companies such as: NIS, Keprom, Domaća Trgovina, Vip Mobile, Coca-Cola HBC, Dr. Oetker, Aptiv, SR Technics, Petrohemija, Mercator, Telegroup, FCA, Boehringer Ingelheim, Fresenius, Ferring Pharmaceuticals, Sopharma, Adoc Pharma, Endava, Panasonic, Ipan, NLB Bank, UniCredit Bank.