This is not a sales training course. Sales training teaches technique: how to open a conversation, handle an objection, close. Techniques are useful. They are also the last thing you need right now.
What you need is something more foundational — the interpersonal skills that make techniques unnecessary. That make other people want to engage with you, trust you, and buy from you before you have deployed a single technique.
Your first customers are not buying your product. They are buying you. Everything else comes later.
La Soglia is the threshold moment before the business exists as a commercial entity — the period when the only asset you have is yourself: your relationships, your reputation, and the way you treat the people in front of you.
The first sale proves that your understanding of a specific person's problem was accurate enough that they were willing to pay for your solution to it. That is an epistemological event. It measures not your product's fitness but your comprehension — and comprehension is what this programme develops.
Seven dysfunctions. Seven skills. One arc. Each of the seven classical deadly sins maps to a modern organisational dysfunction — a pattern that feels entirely rational from the inside but reliably prevents commercial relationships from forming. Each dysfunction is countered by a developable skill.
A developmental arc — not eight independent modules. Each week has three elements: a framework for understanding the skill, a set of daily practice activities, and a real-world outreach assignment. The assignment is not optional.
Give value first — without condition or expectation of return. The fastest way to make your first sale is to stop trying to make it.
Discover the real problem. The prospect who says "I need to think about it" is sometimes telling you that you have not yet understood what they actually need.
Iterate your pitch based on what prospects tell you. Hustle rigidity mistakes volume for progress.
Activate early wins. By Session 4 you have material — testimonials, referrals, warm signals. The skill is knowing how to use what you have built.
Own your outcomes. The entrepreneur who attributes lost conversations to circumstances cannot see the pattern — and therefore cannot change it.
Solve the real problem. Five conversations that go deep are worth more than ten that stay polished.
Expand your market. Who is absent from your prospect list — and what does their absence cost?
By the end of Session 8 you will have had a minimum of 55 substantive conversations with potential customers. This session is integration, not new outreach — the Practitioner Breakdown is completed here.
You are not a salesperson who sometimes acts with generosity. You are a generous person who sometimes sells.
The Programme Principle · La Soglia · S26-ENT-001Three digital tools support the eight sessions.
La Soglia runs as a cohort programme.
A group of early-stage entrepreneurs working through the sixteen weeks in parallel, with shared accountability sessions and a collective intelligence audit at Session 4. The cohort is the programme's accountability infrastructure.
Applications reviewed by Glen Horn directly. Complete the Synergy Score Assessment before applying — results inform cohort composition and accountability pair assignment.