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Tag: "sales call"

Pending Business: It’s a Matter of Trust

| January 31, 2022

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Disclaimer: For the purposes of this column, please understand there is no hidden political agenda.

The headline for the January 16 article in The Wall Street Journal said it all. Paraphrasing here, “Trusted Local Voices Are Deployed….on Radio.”

The article describes the efforts of doctors and health officials located in rural areas to get the word out on getting the public to participate in the local covid vaccines initiative.

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Pending Business: Take It or Leave It

| October 12, 2020

By Steve Lapa
Lapcom Communications Corp
President

 

PALM BEACH GARDENS, Fla. — Depending on your station’s sell-out status during this pre-election, COVID-19 and weather-driven window, “take it” or “leave it” can change in minutes. Same for your sales call planning; minutes count.

This environment reminds me of a never-ending dialogue with one of my better sellers. As we would head out on calls, the conversation would inevitably turn to juggling priorities. Our one-on-one meetings always ended with a list of priorities. Those priorities were specific and time-lined for the seller. But life happens, priorities shift, and focus on performance turns into pandemonium.  Sound familiar?

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