-Selling in a Recession

24^th & 25^th September 2009, 0830 – 1700 hours
CIIM Building, Nicosia
Fee: €650 (HRDA Subsidy for eligible participants €182)

The art of selling is an intricate discipline, which requires extensive knowledge of human behaviour and social psychology. It is a demanding sector of business at all times, and it becomes a difficult task in times of an economic downturn. However, the fact remains that all economies follow regular cycles of expansion and contraction. It’s simply a fact of life!

Recession has happened before and it will happen again. The important thing is how we decide to tackle the opportunities contained in the challenges we presently face.

Getting the most out of a difficult situation
Even when the economy stops growing, people will still buy products and services. So, you have to be out there, with a confident sales proposition, to ensure you capture your share. The central problem to selling is that, if we lose our confidence because of the slow economy, we will most probably los e sales too.

Stay positive - Begin with your attitude.
If you expect to fail, you will probably achieve what you expected. Learn to ignore negative reports on the media and have faith in consumers’ need to purchase. As a salesperson you need to realize that your attitude is your biggest strength. Think positively and you are bound to sell more.

Get yourself a plan.
The best salespeople have a sales plan that they adhere to. Without a plan you are not focused enough and you may find that you tend to fill your day with meaningless activity.

Prospects
Even when the economy is slow, there are considerable business opportunities to tap, as long as you know where and how to look for them. And it is true that you may need to dig much deeper to find these opportunities in hard times. But the point is you can do it!

Be better at everything you do
Look at every aspect of your selling method, from the way you look to how you talk to prospective clients. Simple things matter, delivering what you promised matters, being pleasant and helpful matters and, above all, remaining positive matters.

CIIM’s Executive Seminar  Selling in a Recession, on the 24^th  and 25^th of September 2009, has been designed to provide participants with an in-depth understanding of the art of professional selling. It can benefit participants involved in selling in any environment or industry.

Leading the seminar will be Frank Atkinson, Managing Director of Sales Training Consultancy, a UK based sales training company. Frank was National Sales Training Manager for BUPA Health Insurance from 1984 to 1989 in England, before setting up his own company. He is one of the leading providers of sales training in England today and has particular experience in training people selling real estate, having worked in Dubai and Spain. His clients include BMG Group in Dubai, Coast2Coast properties in Spain, IBM, Halifax Direct, Eagle Star, Royal Insurance, Hitachi and Nuffield Hospital Group.  He has published the book ‘Training Workshops for Supervisors’.

 

The CIIM seminar will have a hands-on practical approach and will employ interactive and innovative teaching methods, including case studies and team work. Running from 0830 – 1700 hours, at the CIIM premises in Aglantzia, (next to the KEMA building), in  Nicosia this executive seminar has been approved by the Human Resource Development Authority and costs €650, with €182 HRDA subsidy for eligible participants.

 

The main objectives of the course are to help participants

• Understand how to sell more effectively during periods of recession

• Understand the importance of planning and be able to produce their own personal sales plan

• Recognize different buyer types and be able to sell to them more effectively

• Develop rapport with clients and understand how to be more assertive

• Understand the importance of prospecting and recognize different ways to identify potential new customers

• Prepare for sales meetings in a structured way and identify needs more effectively

• Understand the importance of questioning and listening as a means of identifying needs

• Be able to present solutions that really meet customers’ needs and expectations

• Deal with objections in a positive way

• Close the sale with confidence at the appropriate time

• Understand the principles of negotiation that will lead to mutually profitable deals being agreed

Participants successfully completing the seminar will be awarded, a ‘Certificate of Training’ stating the Cyprus Human Resource Development Authority’s approval of the programme.  

 

Download the seminar leaflet  

 

Download the registration form

 

 

For more information about this programme please contact Marios Siathas at marios@ciim.ac.cy or at tel. 22462246

 

Website: www.ciim.ac.cy

 

 

 

 

Marios Siathas

Head of Executive Education
Cyprus International Institute of Management (CIIM)
21 Akademias Avenue
2107 Nicosia, Cyprus

www.ciim.ac.cy

marios@ciim.ac.cy

T +357 22462246, +357 22462205 (direct)

F +357 22340383, +357 22331121