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Carrow

Practise the conversation before it counts.

A sales training firm's discovery and objection method, with buyer conversations every rep can rehearse before a real call.

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Open to try

Discovery: the second question

Stay on the buyer's answer, handle pushback in their words, and play back the problem before you offer anything.

Start the course9 lessons · practice in every module

The programme

Discovery: the second question

Open to try

The champion with no budget

Members

Procurement, without the panic

Procurement, without the panic

Members

Negotiating without discounting

Negotiating without discounting

Members

The brief

The company, and what it needed.

Who they are

Carrow is a boutique sales training firm in London with one method for discovery and objections, built on a single habit: ask the second question. It runs workshops and manager coaching, and licenses an academy that carries the method between sessions.

The problem

Reps love the workshop and use the method twice. Under pressure on a live call they fall back on pitching, and managers don't have time to rehearse with everyone.

What they asked for

Practice every rep can run before a real call, against buyers who push back, in the language of the Carrow method.

The Second Questionlearn.carrowmethod.com
For
Sales & leadership trainers, Expert-method firms, Sales teams
Format
Authored motion films for the method, buyer conversations and a rapid drill for the reflex.
Video
Motion film
Practice
Decision scenario, Rapid drill, Field mission, Knowledge check
Tutor
Carrow Coach, method coach
Certificate
Discovery: the second question

The programme

One course open, the rest on the shelf.

The flagship course is open to anyone. The other five are locked, with real titles, so it reads as the programme it would be.

Open to try

Discovery: the second question

Stay on the buyer's answer, handle pushback in their words, and play back the problem before you offer anything.

  1. Module 1Open, Stay, Play back

    • Most discovery stops one question too early2m
    • Stay on the answer2m
    • Open a discovery call5m

  2. Module 2Name it, Narrow it, Test it

    • Name the objection in their words2m
    • Narrow the pushback7m
    • The CFO with fifteen minutes6m

  3. Module 3Before you offer anything

    • Play it back, then the next step2m
    • Your next real call2m
    • Knowledge check6m
  • The champion with no budgetHelp them build the case they can't sign.6 lessons · members

  • Procurement, without the panicName the process, then work it.5 lessons · members

  • Negotiating without discountingTrade, don't give.7 lessons · members

  • Qualifying without interrogatingFind out if it's real, politely.6 lessons · members

  • Coaching reps with the methodFor managers running the one-to-one.5 lessons · members

The tour

Five moments from the academy.

What a learner sees, then what the owner sees. The practice below works: try it.

  1. 1The video

    The method, in films worth watching

    Each move in the method gets a short authored motion film in Carrow's dark, editorial look: buyer lines as pull-quotes, the rep's move picked out. Captions throughout.

    Most discovery stops one question too early

    “We're fine with what we've got.” Fine how?
    1:25CC
    Most discovery stops one question too earlyMotion film · captions on

  2. 2Practice

    The conversation, before the real call

    The buyer speaks, the rep chooses the next line, and the buyer answers what was said. Two conversations with four endings each, a rapid drill on pushback, and one real call. Try the CFO's first line yourself.

    Make the calls

    The CFO with fifteen minutes

    A CFO has given you fifteen minutes. She didn't ask for the call; her head of operations did. Her first line: “I've got fifteen minutes. Numbers first. What does it cost?”

    A one-step version of the scenario from the sample academy. In the academy it runs through to an ending, and the owner sees which calls people make.

  3. 3The tutor

    A coach that speaks the method

    The tutor answers in Carrow's language and coaches reps towards their own line, not a script. These are exchanges written for the sample academy.

    Ask Carrow Coach

    CC

    Carrow Coach

    Method coach

    The buyer said they're fine with their current vendor and I froze.
    Stay on it. Your next line is two words: “Fine how?” Then leave the pause alone; it feels longer to you than it does to them. Whatever comes back is the answer worth having. What did you say instead?
    Ask Carrow Coach...

    AI answers from your course content and your practice results. It can make mistakes.

  4. 4The certificate

    Certified in the method

    Reps finish with a certificate in Carrow's name, with a link anyone can open to confirm it.

    Carrow

    Certificate of completion

    Your name

    completed Discovery: the second question

    with practice in every module, issued by Carrow

    Issued on completion Check it at learn.carrowmethod.com

  5. 5The owner's view

    Where the method slips

    Carrow and the sales manager see the moment reps fall back on pitching, in plain words, never what anyone wrote.

    The owner side is Fayne's own app, so it wears Fayne's colours. The numbers are illustrative: this academy has no real learners yet.

    learn.carrowmethod.com/admin
    The Second Questionlearn.carrowmethod.com

    Discovery: the second question

    Discovery: the second question

    14 members

    OverviewMembersKnowledge checksPractice

    Practice

    Illustrative data

    5 of 14 reps started the demo before asking a question on their first run of “Open a discovery call”.

    Most drill answers to “we're fine with the current vendor” compare or defend. Few ask “Fine how?”.

    Decision scenario · Rapid drill · Field mission

    Open a discovery call

    7 strong · 3 getting there

    Narrow the pushback

    5 strong · 6 getting there

    The CFO with fifteen minutes

    6 strong · 5 getting there

What went in

From their material to their academy.

We wrote the material Carrow would already own, then built the academy from it, the same way we build a client's from theirs.

Source material

  • PDFThe Carrow Method, field guide58 pages
  • PPTTwo-day workshop deck120 slides
  • DOCObjection bank36 objections
  • DOCBuyer personas8 personas

The academy

Carrow
  • Six courses, one open to try
  • Authored motion films
  • Buyer conversations, a rapid drill and a field mission
  • A method coach tutor
  • A certificate with a check link

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