About three focused hours. Read the lesson, do the drills out loud, print the worksheet, complete it, and turn it in to your manager. When you're done for the day, click Mark this day complete at the bottom.
Watch the Day 8 video in our Rippling LMS before you work through the lesson below. You'll be prompted to sign in with your Rippling account. The video opens in a new tab.
▶ Watch Day 8 video in Rippling
Editors: click the button above while in edit mode to change the video link.
Goal: deliver a focused proposal using the Builder, keep the conversation on value, and ask for the order.
Dohrn teaches a tight, prepared meeting — precise, focused, polished — which dramatically lifts close rates. Your presentation is not a tour of everything we do; it’s a recommendation built from their discovery answers.
Recap their world: “Last time you told me [goal] and that [pain] was costing you. Did I get that right?” Get a yes.
Present the package, not the menu: open the MediaFlex Builder and show the curated mix you built for them — 1 Signature, 2 Core, 1 Essential — and the All-Included set.
Tell the loop story: connect their picks into attract → capture → convert → retain.
Use the narrative: the Builder generates a client-ready summary — copy it and send it as your follow-up.
Ask for the order (Hour 3).
“Value is what they get; price is what they pay.” If the conversation collapses to price, zoom back out to outcomes. Tools that keep you on value:
The cost of inaction: what is the leak costing them now? Missed calls, no follow-up, lost leads add up fast.
The math of one customer: “What’s one new patient/client worth to you over a year?” Often one or two covers MediaFlex entirely.
Per-day reframe: a flat monthly rate is a few dollars an hour for an entire marketing department.
Bundle value: remind them everything in All-Included comes free — they’d pay more buying these piecemeal elsewhere.
Never lead with price; never discount to win
If you find yourself dropping the price to close, you skipped value. Go back and re-establish the outcome. A discount tells the client the original price was fake — and it trains them to push. Hold value and adjust the mix, not the number.
The close is just a conversation moving naturally to a decision. Dohrn’s advice: pick a close that fits your personality and actually ask. A few that work:
Assumptive: “I think this is a great fit — let’s get you started. I’ll send the agreement now.”
Alternative choice: “Do you want to start with the [package A] mix or the [package B] mix?”
Summary close: recap the value, then “Ready to put this to work for you?”
Then be quiet. After you ask, stop talking. Let them answer.
Print the worksheet, fill it out (by hand or in your PDF viewer), and turn it in to your manager. Then mark this day complete below.