Graham McGregor on how do you give your marketing high Pass On Value?

Here's a great example:
In one of his first jobs Michael sold a sales training programme called KISS - Keep it Simple Salesman.
Michael sold this programme to companies with a number of salespeople and found that he was getting three people saying 'yes' for every five sales presentations that he made.
Michael would do about three appointments a day. He hated cold calling so he would phone people, qualify them and make an appointment to show them the programme.
Then Michael fell in love with a brand new Mercedes 280SL sports car and knew that he had to own one. He quickly realised he needed to make at least 10 sales presentations a day to get his sales target and buy the Mercedes.

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