Selling AV — Episode 102: The Bouncy Ball
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 101: Responsiveness
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 100: Connection
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 99: Failure to Communicate
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 98: Taking A Step Back
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 97: Selling Impact
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 96: Conversations That Count
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 95: Personal Brand
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 94: Maintaining Value as an Industry
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. Podcast: Play in new window | DownloadSubscribe: Android […]
Selling AV — Episode 93: It’s Not Them, It’s You
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 92: Dropping Breadcrumbs
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 91: Fighting Consumerization
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 90: Know Your Enemy
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 89: Working with Consultants
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! Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 88: New Year, New Format
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 87: Start 2019 with…
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 86: Always Be C……
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 85: Finding the Fire
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 84: 4th Quarter Advice
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 83: Overcoming the Obsolescence Objection
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 82: Learn Someone Else’s Job
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 81: Developing Coaches
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 80: Diplomacy Goes Awry
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 79: Listen with a Blank Mind
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 78: The Technology Test
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 77: Post InfoComm for Integrators
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Selling AV — Episode 76: Emailing Proposals?
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. Podcast: Play in new window | DownloadSubscribe: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
