Tag: "objections"

Pending Business: Stop Fighting, Start Selling

| March 1, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Sounds like the title of a business book — maybe someday — but for now let’s explore how this four-word mantra can increase your sales and grow your income.

My marketing work brought me three back-to-back-to-back episodes of sellers who would rather debate or argue than sell.

If you’ve been selling news/talk for longer than three years, there’s a good chance you can relate. The trigger can be the frustration that grows from a rate hurdle, time-consuming package that still doesn’t hit CPM or CPP parameters or maybe it’s a creative concept that misses the mark.

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Pending Business: Why Do Sellers Veer from Their Goals?

| July 20, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Let’s take a page from the dynamics of championship teams, their leaders, and coaches. Start with Tom Brady’s six Super Bowl Championships and go back to Bill Russell’s 11 NBA Championships. Was it the player, the team, or the coach? My theory is, all of them combined. The coaches who led their teams to new standards share a common bond. They excel at the art and science of coaching those who want to be coached. Sound too simple? No matter what the sport, winners LEARN how to win, champions LEARN to how to compete at the highest levels and someone is teaching, leading, and guiding.

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