IN ENGLISH
Sales and negotiation training
for teams in Bulgaria and abroad |
Institute of Sales is the training brand of Kassovski Consulting. We run in-company programmes for sales teams, sales managers and client-facing staff — in Bulgarian and in English, on site or online.
Every programme is built around your own deals and your own customer conversations. There is no standard slide deck that we bring and read out. |
WHAT WE TRAIN
Four groups of programmes |
01Selling and negotiating
B2B selling skills · Negotiation skills · Competitive sales strategy · Persuasive presentations
For teams that lose deals to "we decided to wait", discount to close, or meet a buyer they have not prepared for. |
02Sales management and leadership
Sales management · Management and leadership skills
For managers who spend the week firefighting, and for strong salespeople who have just been promoted. |
03Communication and customer service
Effective communication · Customer service
For teams where the same thing gets explained three times, and where an unhappy customer leaves instead of staying. |
04Artificial intelligence for salespeople
AI for sales teams
For teams where preparing for one meeting takes half a day and a proposal waits two days because nobody has time to write it. |
HOW IT RUNS
What is the same in every programme |
1–2 days
the usual length of a programme12–14 people
the group size we work with1–4 weeks
preparation before the trainingDiagnostics
interviews and observation before we design |
THE FOUR STEPS
From first conversation to the room |
01Diagnostics
We talk to the manager, and where it helps we sit in on real calls or meetings. We want to see where the conversation with the customer actually breaks, not where it is assumed to break. |
02A programme written on your cases
Exercises and role plays use your products, your objections and your competitors. Participants recognise the situations because they had them last week. |
03Two days of practice, not lecture
Short input, then work. Every skill is tried in the room, discussed and tried again. |
04What happens after
Managers get what to look for and how to reinforce it in one-to-one meetings. Training that is not reinforced disappears within a month. |
WHO RUNS THE TRAINING
Hristo Kassovski
Behind Institute of Sales stands someone who sold and negotiated himself first — in large international companies — and only then started teaching whole teams to do it. |
| TRAINED ATthe Huthwaite International academy |
| KEY ACCOUNT AND SALES MANAGER ATUPS, Radisson Blu Hotels and ICAP Bulgaria |
| DELIVERS TRAINING INBulgaria, Europe and the Middle East |
| EDUCATED ATInternational Economic Relations, University of National and World Economy, Sofia |
 RECOGNITION
Bulgaria’s Top 100 Talents 2025
Hristo Kassovski is one of the hundred professionals recognised in the annual index by Career Show. Nominations are public and the ranking is decided by a public vote. |
Tell us what is happening in your team
The first conversation commits you to nothing. It takes 20–30 minutes — we listen to where the conversation with your customers breaks and tell you honestly whether training is the answer.
Write to office@kassovskiconsulting.com or call +359 884 666 393. |
THE REST OF THE SITE IS IN BULGARIAN
The programme pages, the blog and the legal texts are in Bulgarian. If you would like any of them in English, write to us and we will send them over.
Contact us → |
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