WHO WE ARE…

“Selling almost always involves a one to one, interactive conversation — in which listening attentively to the customer’s concerns is absolutely vital!”

While anyone who knows Graham well will tell you, he’s a confident and enthusiastic talker – the key techniques he teaches have to do with getting customers talking too, listening to what they have to say – and gently steering the conversation towards a sales decision.

Graham’s sales consultancy and training experience ranges from recruiting, training and motivating telemarketing and sales staff to actively accompanying clients to major face-to-face presentations.

ANDREW CLIFTON

Head of Business Development, Metaphor Media Ltd

Andrew has been working with Graham for over twenty-five years, with a similar range of experience in sales and telemarketing – in particular, from an administrative and back-office perspective.  Every sales operation needs efficient planning, scheduling, data-management and administration – and Metaphor Media strives to ensure that every client has all these bases covered!

THE ART OF CLOSING DEALS AND WINNING CUSTOMERS

This has always been the hardest part of the selling process…

• Do you feel that too many of your sales leads are wasted, and not converted into sales?
• Do you find it difficult to recruit, train and motivate sales representatives?
• Do your sales presentations often fall flat – and fail to generate new business?

Metaphor Media’s sales presentation consultancy is here to help!

• On-site and off-site telemarketing recruitment support, motivation and training
• Executive-level sales strategy consultancy and support
• Presentation-skills training, for sales representatives and company directors
• High-level presentation services, supporting your approaches with major clients

Call us on 020 8906 6715 to arrange a consultation

WHAT SELLING SKILLS DO YOU NEED?

This depends on your sales strategy – and on where the key sales conversations take place.

TELEMARKETING: Many businesses rely, to some degree, on telephone sales or telemarketing – for example, to secure appointments for sales representatives with prospective clients.

Major changes in the way businesses communicate and interact have made outbound telemarketing and telesales increasingly challenging.  In order to succeed, it is essential to have well-trained, highly motivated staff.

PRESENTATION: For B2B businesses, face to face presentations are often essential to the sales process – but the skills required to make these presentations well are in short supply!

A major problem, for many businesses, is that their services are technically complex – requiring experienced and expert staff to explain what the company has to offer.  But too much technical knowledge can get in the way of an effective sales presentation.

MARKETING, SELLING – WHAT’S THE DIFFERENCE?

It’s simple, really:

MARKETING includes all the methods we use to bring buyers and vendors together.

SELLING is what happens next – and without effective selling, your marketing efforts are wasted.

MARKETING primarily involves one to many, one-way messages, designed to attract customers’ attention, engage their interest, build your brand, … and prompt a sales conversation.

SELLING almost always involves a one to one, interactive conversation – in which you talk to a particular customer or prospect, seeking to identify their needs and to close a sale.

It’s true that marketing and selling functions can overlap, within any business – the important point is that they require completely different skills.

Call us on 020 8906 6715 to ask us any questions you like!