Your Offer

You Can Show Me A Feature, But I’ll Need To See The Outcome

We used to be super focused on putting features in our marketing. Our family started in the school-based SAT and ACT prep markets, so we sold to high schools initially. I remember we would put together sell sheets that focused primarily on our software’s features. Here’s one of those sell sheets. I now cringe whenContinue reading “You Can Show Me A Feature, But I’ll Need To See The Outcome”

How We Do Our Sales Calls

Through the years we’ve done sales calls in a number of ways and at times it varied by rep. Today we’ve truly mastered these calls. We sometimes have multiple calls. In each of our businesses, our price points are relatively high and so we never push on a one-call-close. This is out of respect forContinue reading “How We Do Our Sales Calls”

If you sign up for a foreign language class you give them your money so that by the end of the course you’ll be able to communicate in that language. You don’t pay them because you really like their classroom or because of the books they use. You don’t even pay them because of theContinue reading “Your Offer”