Tag: "qualified prospect"
By Steve Lapa
Lapcom Communications Corp
A recent experience reminded me of the temptation every seller and manager faces when presented with seemingly impossible buying parameters.
The knee-jerk reaction is to simply pass, without thinking twice about everyone downstream impacted by the decision, especially your on-air talent. They may be earning fees connected with the decision to pass. Your on-air talent are typically disconnected from your decision flow and only know their monthly talent fee check shrunk. Let’s back up and revisit the fast decision to pass.