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Tag: "prospect"

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: Pack Your Bags

| April 26, 2021

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla — The Vrbo survey says 65% of us plan to travel this summer. Fist bump.

Demand is pent up and most of us can’t wait for our turn to plan that getaway. Early indications are the start point will be domestic travel. The spectrum of destinations, price points, and timing create a natural fit for the active, engaged news/talk audience. By now you should be comfortable and experienced selling all the different ways your audio and digital platforms touch the news/talk audience.

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Pending Business: Pain Management

| December 21, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — How about in 2021 we eliminate “Pain Point” from the sales process?

Why should professional selling include the most negative experience the human body can experience?

It makes no sense to me today or from the first day I was exposed to the “probe for the pain point” strategy of selling. Discovering marketing solutions is a fluid, positive process anchored by a relationship built on trust, not finding the pain.

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Pending Business: Time Is of the Essence

| April 20, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. –The phrase comes from a legal concept. The message is there is a deadline.

Urgency, deadlines, and timelines are all critical components of the selling process.

Here is what was: Rates are valid until_________.  This package is limited to_________.

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