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This week I’m in flooding social media with a rant in a common way everyone starts their presentations. Click play to hear why you should never start a meeting with your “About Us” slide.
Big meetings can be nerve-wracking, and it’s tempting to plan your responses down to the letter. This week I talk about the difference between being prepared and being scripted.
Sometimes we need to leave tech speak behind and adopt analogies that everyone can understand. Today I offer a fun way to talk about audio.
Seeing that this episode is 101, I thought I’d go back to basics. Responsiveness is the stone in your sling that will help defeat Goliath.
When meeting with a client, not all roads have to lead back to your product or service. In this episode, I talk about how connection may be a more realistic and valuable goal for your meeting than a PO.
AV is an industry built around communication, but often times we fail to communicate or even understand our true value proposition. Listen to this episode to find out what we should be communicating to our clients.
This week’s Selling AV comes from a post I did on Linked In stating that I no longer want to have technology conversations. How do you have deeper conversations? Take a step back.
A major reason industries get commoditized is that they fall into selling products. This week I talk about asking a single question that helps you sell impact instead, which is something worth paying for.
As AV professionals, sometimes we get caught up in how cool technology is and talk a lot about “how” we do things. This week in Selling AV I share how to pivot and make those conversations count.
How do you escape some of your insecurities and give yourself permission to be the best version of yourself? Create a personal brand. Find out what I’m talking about on this episode of Selling AV.
Many times we have our clients compare the cost of our services to those provided by other trades like electricians. It’s tempting to match pricing to gain a client relationship, but in this week’s Selling AV, I talk about why this may be a very bad idea.
Sometimes, even after creating alignment and demonstrating value, a sale can get stuck. This week I talk about two ways to move things forward that may just mean checking your ego at the door.
Sometimes the answer to a better sale may not be in trying to force a close, but in walking away and leaving a trail. Find out how in my latest Selling AV.
The latest question from the AV Industry Professionals Group asks how we tackle the challenge of the consumerization of our industry. Here is a great way to start that conversation.
I received quite a few suggestions from other AV Pros for this year’s episodes of Selling AV. This week I talk about knowing your enemy because it just might not be who you think it is.
The first Selling AV topic of 2019 comes to us from an integrator in Australia. How do integrators better work with consultants to deliver value? Tune in to find out!
I want to make Selling AV a collaborative effort in 2019, so here’s how I propose we do that with a new format in the New Year.
2018 is all but gone and it’s time to focus on success in the New Year. The best thing to do this week is to focus on how to do that. Learn how in this episode of Selling AV.
Old school sales knowledge says to Always Be Closing. In today’s world that just doesn’t work. In this week’s Selling AV, I update the methodology to help you better serve your clients.
Even in an industry as exciting as AV, it can be hard to be excited about the product or service you represent day-in and day-out. In this week’s Selling AV, I talk about a couple ways to rekindle that passion.
It’s the end of the year and you’re trying to hit that next level in your sales number. There’s only one sure way to fail. Find out what that is in this episode of selling AV.
This week’s Selling AV was inspired by a question I saw on Twitter. How do you overcome the objection that a client doesn’t want to invest in technology that will become obsolete in a few years? Take 4 minutes to hear my thoughts.
Most of my sales advice is aimed at helping you develop skills for your own job. This week, I am encouraging you to learn someone else’s job instead. Find out why by listening to this week’s Selling AV.
Large organizations are often difficult to navigate, and if you’re selling AV, you want all the advantages that you can get. This week, I talk a little about developing coaches to help you close more deals.
As salespeople, we want to be sensitive to not stepping on any toes, and as such, sometimes our diplomacy can go awry. This week, I share a meeting that I had last week where this exact thing happened to me.
It’s great to have knowledge of your potential client’s business, that is unless that knowledge becomes baggage. This week, learn how to listen with a blank mind to better serve your customers.
If you’re in residential integration, it’s hard to get a quick read on how technical your homeowner is. In this week’s Selling AV, I share a little trick I used to use to steer my technology conversations.
InfoComm 2018 is behind us and we’re back to work, trying to close out the last half of the year. This week, find out how integrators can use InfoComm to boost sales over the next few months.
The inspiration for this week’s Selling AV came from a friend who asked me what I thought of emailing proposals. Listen to hear a couple of my thoughts on the matter.
Many times we bend over backward trying to win that big client, doing everything they ask without ever getting anything in return. This week we talk about how to reverse that tide and get something we need as well.
