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: RSS
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 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: 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: RSS
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 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 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 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 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 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 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 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 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 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 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 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 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 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
