Selling AV — rAVe [Publications] - podcast cover

Selling AV — rAVe [Publications]

rAVe [Publications]•www.ravepubs.com
Technology
Podcasting
Tech News
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!
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Episodes

Selling AV — Episode 72: The Hidden Competition

Many times in AV we focus on our closest manufacturing or integration competitors when selling our products and services. However, in today’s environment, there is always a hidden competitor you should be watching out for.

Mar 12, 2018•4 min

Selling AV — Episode 69: What’s Your Resimmercial Strategy?

If we’ve seen one trend over the last several years, it’s the customer’s increasing interest in using consumer and home technologies in their professional spaces. This week in Selling AV I talk about developing your strategy to address these questions in 2018.

Jan 22, 2018•5 min

Selling AV — Episode 68: Hit the Ground Running

This week is typically slow for most companies. In fact, many are closed until after the 1st of the year. However, if your job is selling AV, you should be spending 15 minutes a day this week prepping for 2018. Listen to this episode to find out why.

Dec 27, 2017•5 min

Selling AV — Episode 67: Year End Roundup

It’s the end of the year which means not only are you and your company trying to finish strong, but your customers may be trying to do the same. On this episode I talk about a couple things to consider when closing out the year.

Dec 01, 2017•5 min

Selling AV — Episode 66: The Most Important Tool

When you go to a sales meeting you most likely bring your phone, your computer, product brochures, and maybe even some ideas about what products and services your client may need to buy. This week I cast all those aside to relay what I think is the most important tool. Are you bringing it to your meetings? Tune in to find out!

Nov 17, 2017•4 min

Selling AV — Episode 65: The Friendship Factor

Having a potential client that is a friend seems like the perfect situation. Many times however we overestimate the impact that friendship will have on our business relationships. Tune in to hear how to make sure this doesn’t happen to you.

Oct 30, 2017•5 min

Selling AV — Episode 64: Like-Kind Communications

Communication is all about meeting people where they are at. This week I talk about why responding to customer communications in the way that’s best for you may be the wrong approach.

Sep 25, 2017•5 min

Selling AV — Episode 63: One Voicemail Rule

Sometimes when we call a customer and get their voicemail we end up saying the wrong thing. This week I share one thing you should never do when you get voicemail.

Sep 18, 2017•4 min

Selling AV — Episode 61: Cold Calling

Having trouble getting that certain someone to call you back? Listen in to this week’s Selling AV for a couple of tips on professional cold calling.

Aug 23, 2017•6 min

Selling AV — Episode 56: The Marketing Angle

AV systems are used everyday to help give company presentations to potential clients. How many of you are positioning the AV systems you design and install as marketing tools? Listen to this week’s Selling AV to learn why you should.

May 18, 2017•4 min

Selling AV — Episode 55: New Ideas

Sometimes the difference between being dismissive or accepting of new ideas is not being so sure of ourselves. Listen to this week’s Selling AV to learn why.

May 04, 2017•5 min

Selling AV — Episode 54: Itemize This!

Many times as AV sales people we are asked to itemize pricing on our bids. In this week’s show, I give a couple strategies on how to handle that request.

May 01, 2017•5 min

Selling AV — Episode 52: Selling Spares

Last week I recommended including all the parts and pieces required to make a system work in your bids, even if they weren’t listed on the spec. This week, I go further, recommending you include parts you don’t even need. Find out why on this week’s Selling AV.

Mar 30, 2017•6 min

Selling AV — Episode 51: Spirit of the Job

If you are bidding jobs that have already been designed, you most likely have to choose between bidding to win and bidding responsibly. This week, I tell you how to do both.

Mar 21, 2017•5 min

Selling AV — Episode 50: Encountering The Gatekeeper

If you’re Selling AV, you’ve definitely encountered “the gatekeeper”. Some are amazingly good at their jobs, so here are a couple ideas on how you may be able to get them to open up that gate!

Mar 15, 2017•5 min

Selling AV — Episode 49: Crowdsourcing

In the spirit of Social Media crowdsourcing, in this Selling AV I make a special request. Give it a listen and then chime in below in the comments section.

Feb 26, 2017•3 min

Selling AV — Episode 48: Start With Free

Sometimes in AV sales, it’s hard to develop rapport and break through the resistance a potential client may initially put up to “being sold”. With that, this week I go against the traditional “ABC” selling philosophy, and instead say to “start with free.”

Feb 21, 2017•5 min

Selling AV — Episode 47: The Secret Word

Have you seen SNL’s skit about a game show called The Secret Word? Well, I recently found myself in a meeting where I had to explain a system without using the secret word. What was it? Tune into this week’s selling AV to find out!

Feb 01, 2017•3 min
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