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 107: Selling AV in a time of COVID 19

In this time of increased demand for remote work solutions, we need to make sure we’re adding value and easing fears, as opposed to opportunistically capitalizing on them. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 107: Selling AV in a time of COVID 19

Selling AV — Episode 106: Let’s Talk Social

Are you a brand trying to reap the benefits of Social Media without actually putting in the work to be social? Find out why that’s a bad strategy on this Selling AV. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 106: Let’s Talk Social

Selling AV — Episode 105: How Fancy Are You?

There’s a tendency to over-complicate the simple and over-simplify the complicated. How fancy should you be with your designs? Find out here. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 105: How Fancy Are You?

Selling AV — Episode 104: Enough With About Us

This week I’m in flooding social media with a rant in a common way everyone starts their presentations. Click play to hear why you should never start a meeting with your “About Us” slide. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 104: Enough With About Us

Selling AV — Episode 103: Don’t be Over Prepared

Big meetings can be nerve-wracking, and it’s tempting to plan your responses down to the letter. This week I talk about the difference between being prepared and being scripted. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV — Episode 103: Don’t be Over Prepared

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: RSS

Selling AV — Episode 102: The Bouncy Ball

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: RSS

Selling AV — Episode 101: Responsiveness

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: RSS

Selling AV — Episode 100: Connection

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: RSS

Selling AV — Episode 99: Failure to Communicate

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: RSS

Selling AV — Episode 98: Taking A Step Back

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: RSS

Selling AV — Episode 97: Selling Impact

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: RSS

Selling AV — Episode 96: Conversations That Count

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: RSS

Selling AV — Episode 95: Personal Brand

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: RSS

Selling AV — Episode 94: Maintaining Value as an Industry

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: RSS

Selling AV — Episode 93:  It’s Not Them, It’s You

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: RSS

Selling AV — Episode 92: Dropping Breadcrumbs

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: RSS

Selling AV — Episode 91:  Fighting Consumerization

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: RSS

Selling AV — Episode 90: Know Your Enemy

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: RSS

Selling AV — Episode 89: Working with Consultants

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 — Episode 88: New Year, New Format

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 87: Start 2019 with…

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 86:  Always Be C……

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 85: Finding the Fire

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 84: 4th Quarter Advice

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 83: Overcoming the Obsolescence Objection

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 82: Learn Someone Else’s Job

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 81: Developing Coaches

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 80: Diplomacy Goes Awry

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 79: Listen with a Blank Mind

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 78: The Technology Test

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 77: Post InfoComm for Integrators

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 76: Emailing Proposals?