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
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
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
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
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
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
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
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
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
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
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
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: Android | RSS
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: Android | RSS
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: […]
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: Android | RSS
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 […]
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: […]
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: Android | RSS
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: Android | RSS
