By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — Seems like last week’s column caught your attention. The meeting concepts I shared in last week’s column, generated lots of feedback on my social media. Everything I shared was developed, tried, refined, re-tested and finally practiced twice a week, in every sales meeting I conducted. Group meetings and individual meetings were based on three elements: Preparation, Participation, and Trust. Here’s a top-line, simple overview you can work into your world no matter what seat you have at the table.
Preparation – Everyone comes to win. But are you fully prepared to win? Do you lay out clear preparation for your calls and meetings with an end goal clearly in focus? Do you rehearse? One of my best memories was prepping for a call with our rep firm in New York. I was ready to leave for our first call when I walked by a seller’s office and heard him practicing the pitch I had just reviewed in a team meeting. As I peaked into his office, he was literally facing the wall, practicing out loud. I’m not sure how you role-play with a wall, but when he and I finished the real call with a substantial order, it didn’t matter. He was fully rehearsed and prepared to win.
Participation – Do you come to play? Do you come to watch? Are you a comfortable participant or a passive observer? The sellers and managers who actively contribute positive input during meetings, typically come away energized, enthused, and ready to win. Sometimes the simple question on everyone’s mind generates the answer that leads to winning the business. If you are going to choir practice, sing!
Trust – Who is the most important person in the meeting? The seller or the manager? Would you rather have ninja-like reflexive answers or the benefit of years of field experience? Because sales and managing is a dynamic process, I always worked hard to stay fresh, updated, and never closed-minded about the changes in the media landscape. But most important is the constant contact with the sellers and managers. Develop a two-way continuous feedback loop with the basic goal of offering the positive dialogue that builds trust. Strive for a real connection between successful performance and trust.
Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL. Lapcom is a media sales, marketing, and development consultancy. Contact Steve Lapa via email at: Steve@Lapcomventures.com