Would you say your child’s education is important to you?
It seems like a harmless enough enquiry and, when asked, what parent would not instantly agree that their child’s education is a priority?
But when it comes to the sale of educational software, obvious questions like this can be significantly more dangerous than you’d think – corralling parents into a corner that is difficult to escape from. They are the foundation of an insidious in-home sales strategy one former sales person described as “a sheep paddock, where you would go around shutting the gates as you went through your routine. So that at the end, the only gate left open was to buy”.