Selling AV

Listen here to Selling AV with Mark Coxon. Want to up your sales game? @AVPhenom Mark Coxon gives you the latest tips and tricks on how to make big moves in the AV industry.

Selling AV — Episode 75: Minimum Commitments

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 75: Minimum Commitments

Selling AV — Episode 74: Advice to My Younger Self

This weekend in a Twitter chat, someone asked what career advice you’d give your younger self. Two main themes emerged. Listen in to hear what they were. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV —  Episode 74: Advice to My Younger Self

Selling AV — Episode 73: Valid Business Reasons

If you’re selling AV, you’re most likely making phone calls. This week I talk about the worst possible reason to make a call and how to avoid it. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 73: Valid Business Reasons

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 72: The Hidden Competition

Selling AV — Episode 71: Three Ways that Sales is like Comedy

Today we talk about three things successful comics do well that we should learn from in sales. Think of it as your 5 minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 71: Three Ways that Sales is like Comedy

Selling AV — Episode 70: The Downside of Persistence

As salespeople, we’re told persistence is a virtue. This week I share a sales call gone wrong to show why persistence may sometimes be a liability. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 70: The Downside of Persistence

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. Podcast: Play in new window | DownloadSubscribe: RSS

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

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. Podcast: Play in new window | DownloadSubscribe: […]

Selling AV — Episode 68: Hit the Ground Running

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 67: Year End Roundup

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 […]

Selling AV — Episode 66: The Most Important Tool

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 65: The Friendship Factor

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 64: Like-Kind Communications

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 63: One Voicemail Rule

Selling AV — Episode 62: Turning Conflict into Opportunity

Many times we try to avoid facing our problems head on, instead choosing to take the path of least resistance. This week I talk about running toward conflict as a way to create opportunities. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 62: Turning Conflict into Opportunity

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 61: Cold Calling

Selling AV — Episode 60: Don’t Sell Ice to Eskimos

In today’s world of free information, trying to sell ice to Eskimos is not a salesperson’s job. What is your job? Listen to this week’s Selling AV to find out. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode  60: Don’t Sell Ice to Eskimos

Selling AV — Episode 59: Post InfoComm Follow-Up Part 3 — Go Mobile

How do you follow up with someone who wasn’t even at the InfoComm show? Listen to this week’s Selling AV to get some tips. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 59: Post InfoComm Follow-Up Part 3 — Go Mobile

Selling AV — Episode 58: Post InfoComm Follow Up — Part 2: New Clients

InfoComm is always a great place to meet potential new clients and this year the show touted more end users than ever.  How do you combine these two facts to create great InfoComm follow-up?  Tune in and find out. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 58: Post InfoComm Follow Up — Part 2: New Clients

Selling AV — Episode 57: Post InfoComm Follow Up — Part One

Sometimes it’s hard to know where to start when you return from a large show like InfoComm. This week, I talk about how to approach existing clients you met at the show. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 57: Post InfoComm Follow Up — Part One

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 56: The Marketing Angle

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 55: New Ideas

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 54:  Itemize This!

Selling AV — Episode 53: Job Walk Lists

Bidding open RFPs can be tedious and your chances to win the work can be slim. This week I tell you how to multiply your odds. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 53: Job Walk Lists

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. Podcast: Play in new window | DownloadSubscribe: […]

Selling AV — Episode 52: Selling Spares

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 51: Spirit of the Job

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! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 50: Encountering The Gatekeeper

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. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 49: Crowdsourcing

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.” Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 48: Start With Free

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! Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 47: The Secret Word

Selling AV — Episode 46: Meeting Advice

As AV sales people you work hard to get meetings. Make sure you are getting the most out of those meetings with one simple piece of advice. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 46: Meeting Advice

Selling AV — Episode 45: One Simple Timepiece of Advice

With the year ‘winding down’ (see what I did there?), here’s a simple tip to manage both your day and your customers’ impressions of you. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 45: One Simple Timepiece of Advice

Selling AV — Episode 44: Tactics Meet Reality

As AV sales people we hear a lot of sales advice and tactics. But what happens when those tactics meet reality? In this Selling AV, I talk about a time I went against my gut to deploy a tactic I paid good money to learn and what happened as a result. Podcast: Play in new […]

Selling AV — Episode 44: Tactics Meet Reality