295: Growth Through Solution Based Sales with David Lesh

Voices from The Bench

Getting dental offices to send you work is not the easiest thing to do. If it was, we would all be a lot happier. You could offer your "first crown free" or "$10 off your first order", but what are you doing? Are you creating a lasting partnership or are you getting a doctor that will move to the next lab that offers the same deal. Enter David Lesh. David grew up in his father's lab. After sitting in every seat, David saw the need to create a lab EXCULISVE to doing work for other labs. After owning another lab, David decided to help others in the industry grow and increase profitability by teaching them what he has learned over the years. So he started 8 and 9 Consulting, where he helps labs in areas they might be lacking in. David talks about creating a sales plan, hiring salespeople, using strategic pauses, finding prospect challenges, buying signals, and doing more solution based sales. It's a great conversation for everyone in the lab, not just salespeople.

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Special Guest: David Lesh.