Selling AV — rAVe [Publications]

Mark Coxon is an AV industry native and blogger for the rAVe BlogSquad. Listen to this short 5 minute podcast as Mark gives you pointers on the art of making the sale in the Audio Visual industry!

Last refreshed: July 15th, 2025 at 10:09 PM ⓘ

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Episodes

Selling AV Episode 14: Other Trades

Do you want to trade referrals for AV work? Then you need to get out there and network with other trades. Tune into this week’s Selling AV to find out who the best networking trade partners are. Think of it as your five-minute sales manager.

Dec 10, 2015•5 min

Selling AV Episode 13: Lead Lists

There are plenty of resources that offer to sell you construction leads, but are they worth the investment? Listen to this week’s Selling AV to get Mark’s take on if these lists are valuable and how to get the most from them. Think of it as your five-minute sales manager.

Dec 01, 2015•5 min

Selling AV Episode 12: Join Associations

Do you want to add some fuel to your AV network? This week on Selling AV, we talk about three important associations you may want to join if you are doing commercial AV work. Think of it as your five-minute sales manager.

Nov 24, 2015•5 min

Selling AV Episode 11: Working With Architects

We all hear that AV people should be talking to architects, but that’s easier to say than to actually do. This week I give a few tips on how to open those architect doors. Think of it as your five-minute sales manager.

Nov 11, 2015•5 min

Selling AV Episode 10: The Takeaway

Sometimes customers come into a meeting with you with their minds made up about some of the products and services that you offer. Trying to tackle those preconceptions head-on can be a struggle, so this week I share a technique that may just help bring the customer back around. Think of it as your five-minute sales manager.

Oct 31, 2015•5 min

Selling AV Episode 9: Double Agents

Sales isn’t about tricking customers into buying things; it’s about forming alliances based on trust. Listen to today’s tip and learn a simple way to communicate this to your customers. Think of it as your 5 minute sales manager.

Oct 20, 2015•4 min

Selling AV Episode 8: Stop Saying That!

Old habits die hard, even when times change significantly. There is a phrase in AV that is dangerously outdated and may be costing you and your company sales. What is it? Tune in to find out! Think of it as your five-minute sales manager.

Sep 22, 2015•5 min

Selling AV Episode 7: One at a Time

Last week in Selling AV #6 we talked about Objections and how to categorize and qualify them. Equally important though, is making sure that you are only fighting one objection at a time. Learn how this week by listening below. Think of it as your 5 minute sales manager.

Sep 11, 2015•5 min

Selling AV Episode 6: Objections

If you are selling AV you’ve heard hundreds of objections. However, did you know that they really boil down into one of four categories? This week we talk about categorizing objections and then clarifying them to increase your chances of making a sale. Think of it as your 5 minute sales manager.

Sep 04, 2015•5 min

Selling AV Episode 5: Do the Demo!

Have you ever gone into an electronics store and seen rows of spec sheets hung on the wall with pictures of televisions? Of course not! So why do we try to sell AV systems this way in integration? This week we talk about the power of doing a proper demo. Think of it as your five-minute sales manager.

Aug 28, 2015•5 min

Selling AV Episode 4: Develop Tracks

We’ve all heard of FAB selling, selling based on Features, Advantages and Benefits. However, selling based on talking points can be boring. In this episode we talk about developing tracks that can make sure your FAB isn’t drab. Think of it as your five-minute sales manager.

Aug 19, 2015•5 min

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