Case Study: Barrk Marketing

Jessica’s training consisted of 6 x 5-hour modules, one module per month over 6 months. A key part of this training is that attendees need to actually take what they learn and apply this to their daily sales strategies before attending the next lesson. In the famous words of Johann Wolfgang von Goethe, “Knowing is not enough; we must apply. Willing is not enough; we must do.”

“During the workshop, the techniques for controlling the sale and closing really caught my attention,” says Jessica. “Previously, I wouldn’t often feel on the backfoot during sales meetings. The prospect would probe me with questions that I would then struggle to answer as I did not have context about their business. Ray taught me to control the sale. He even gave me a specific line I can use, which just works wonders – “Mr Prospect, before I answer those questions, I need to ask you a few questions about your business to find out exactly what your requirements are, #1 #2 #3…”. This was a game changer for me in feeling confidant in sales meetings.

Closing was another weakness of mine. I would create a beautiful proposal and send it off to my prospect, but I would never really close. Ray taught me to look out for buying signals and ask for the business.”