Case Study: Barrk Marketing
Jessica Barrella, Barrk Marketing MD, attended Ray’s Essential Selling Skills Sales Training Programme in 2019. During month 5 of the workshop, Jessica closed 3 new deals – all retainer clients and one of which was triple the size of her second largest client! Part of Jessica’s success was due to her newfound confidence in selling and using the skills she had learned on Ray’s Sales Training Programme. Jessica is a perfect example of someone who has attended one of Ray’s training programmes and has learnt, practiced, and implemented the skills presented for succeeding in sales.
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.”