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Category: Sales

Pending Business: Where the Customer is Still King

| September 27, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Have you noticed the improvement in customer service at Apple?

Apple was quick to answer my call to customer service. After hearing my problem, they set me up with an authorized service center to fix my “vintage” laptop at a reasonable cost. They were honest enough to save me a trip to the genius bar at the Apple store, only to waste my time as they no longer stock the parts for my vintage laptop.

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Pending Business: 2022

| September 20, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Seriously?

We haven’t even hit Q4 of 2021 and we’re talking 2022?

Yes, and yes for sure. As we push into October and the balance of Q4, before you can hit the send button, 2022 will be on your budgeting agenda. Start thinking now about how key metrics will play into your game planning for next year. This cycle will require more thought as we navigate the sales recovery from a COVID-impacted 2021.

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Pending Business: Asking Questions

| September 13, 2021

By Steve Lapa
Lapcom Communications
President

 

PALM BEACH GARDENS, Fla. — After many years in Florida, Manhattan has been my base of operations for two of the past four weeks. You can take me out of the city, but you can’t take the city out of me. So once operating in my native habitat old habits return.

Bold questions are part of the New York state of mind. Did you know a cab from LGA to a Midtown hotel is now (usually) less expensive than Uber? Just ask. Some hotels change rates daily. You go to the front desk, ask to check rates and adjust if a better rate is available during your stay. I know because I asked and adjusted my plans based on the answers. What does this have to do with day-to-day selling?

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Pending Business: Appointments, Test Drives and Weekends

| September 7, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Ask a successful seller in the new car business. They will tell you how the percentage chance of closing a sale increases when a prospect goes for a test drive. Some automobile companies invest heavily in getting the prospect to test drive. The more expensive the car, the larger the investment in getting to the test drive.

Remember when luxury brands offered Bose headphones just for a test drive? The super premiums offer a whole other level of test drive experience. From celebrity chef prepared meals to world-class golf outings, it’s part of a proven approach to closing sales.

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Pending Business: Checking In

| August 30, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — This one may be more for the sales managers.

Your station gets a sales lead. Based on the system you have in place a quick conversation with the assigned seller is followed by a hand-off. The seller begins the sales process and at some point will come back with feedback. The sales process continues and barring any difficult negotiation, that new advertiser may never hear from a manager again, unless the seller requests it. Most likely not.

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