The first order of business is to recognize your KPI or Key Performance Indicators. This has to be done while not losing sight of relationship building and understanding how this might influence everything. Revenue must be targeted, of course, but considering the cost of getting your product, service, or solution into the customer's hands. There are many factors to finely balance and Doctor Dave gives keen insight to these, all the while taking into account how these KPIs relate to the target market. Desire vs. Require vs. Acquire. Total cost management and what can we do with what we have...

For all sales consultants, no matter what you are selling, THIS issue is paramount! Ramblin' Rob talks about numerous subjects including the Argument vs. Defined Close, Setting Up the Close: Positive Value Statements, Warm Fuzzies (to continue building comfort) and 3rd Party Examples, Getting to the "Yes," and the Technique (a counter/transition/close tactic). Having multiple arguments and the ability to circle back to the close is shown to be vital. And the benefits of disagreement with the customer are also discussed... Don't miss this one!

How is 2024 starting out? Rob and Dave talk about that and what plans they have to expand their respective influences in the market. The passion to be elite is highlighted as well as the dangers a lack of focus might bring. Don't chase too much!

Isn't a trial close just a close? Well, not really. It is how a sales representative gets the idea he or she might be ready to go to the Purchase Consultation wherein total outlay of costs will be presented. Then a whole host of things might come up, including concerns or anything which might prevent the consumer from moving forward. Transitioning is discussed along with the necessary communication with respect to what is happening or about to happen. The Price Consultation gets right to the crux of what MvS is all about. Doctor Dave and Ramblin' Rob talk about how to make the dollars match the vision of the customer.

This Issue: Mind-bending branding!

• SQUEEZE! The boys squish years of teaching and living brand management into under an hour of podcasting power!
• DEGREES! Doctor Dave takes Ramblin’ Rob goes back to school on brand positioning and Jung’s Archetype approach to the psychology of branding!
• PLEAS! The boys forgive themselves for breaking their NY resolutions and you can too!
• KNEES! And stay to the end to hear Doctor Dave (accidentally) break Ramblin’ Rob’s leg!

Issue 18 awaits!

Learn the most effective practices with respect to building and performing a world-class, dinner-topic presentation which will give you the best chance to land the business you seek. Doctor Dave and Ramblin' Rob talk about the importance of imagery and story-telling to bring a product or service to life.