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Pending Business: Inspect What You Expect

| December 6, 2021

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla — It’s still one of the foundations of sales, sales management, and beyond. How about in your personal sales work? Do you inspect what you expect of yourself?

Here’s a quick study guide in how the “better-change-more” works.

Start with a list of questions that breaks down the actionable areas of the sales process you would like to improve.

Start with “better.”

Better communication with your clients?

Better communication with your co-workers?

Better understanding of daily sales opportunities?

Better prospecting strategy?

Better contact with your talents?

Better use of digital sales tools?

Now the “change.”

Change my interest grabber to generate sales return calls?

Change my daily priority system?

Change my efforts on timely collections?

Change my goal setting system?

Change the way I try to close a deal?

Let’s move to “more.”

More Income?

More accounts?

More sales?

More sales tools?

More efficient tracking systems?

More total productivity?

Learn more about new trends in selling radio/audio.

Please review the above and add to the list. Identify the one from each category that you feel will help you improve in 2022, because here comes the toughest part, the one action step everyone skips.

WRITE EACH STEP THAT WILL GET YOU THERE. Clearly, simply, in measurable steps, what do you need to accomplish to get to your end game? You inspect every step, to get the results you expect. Take the time to be your own critic as you evaluate your performance each step of the way.

For me, it was designing a personal spreadsheet, that allowed me to check and update key steps in my progress several times daily. And in my work, it spans multiple projects in various stages.

This fast track system is designed to help you drill down and focus on the steps in the process to get you to a goal. Better-change-more can work for you if you take the time to inspect what you expect-of yourself!

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:

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Category: Sales