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
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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: Android | RSS
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 […]
There is an obvious shift that needs to happen in Selling AV from a box-driven sale to a managed service offering. This week I give you two tips on how to make sure the customer sees the value in your service agreements so you can keep making that RMR! Podcast: Play in new window | […]
In an AV world sometimes dominated by HDBaseT, Video over IP, UHD and 4K, it is easy to get caught up in the opportunities of video. However there is a special talent needed to do audio right and that presents new opportunities for integrators with audio chops. Podcast: Play in new window | DownloadSubscribe: Android […]
Not every customer is for you, (although they may think that they are). Find out when it may be time to fire yourself to avoid a bad fit. Podcast: Play in new window | DownloadSubscribe: Android | RSS
In the AV world, referrals are like gold. This week on Selling AV we discuss why asking for referrals to everyone will actually yield referrals to no one. Podcast: Play in new window | DownloadSubscribe: Android | RSS
If you have heard some of the gurus of storytelling out there declare the elevator pitch dead, I am here to respectfully disagree. Listen to this Selling AV to find out how to effectively use an elevator pitch in the storytelling economy. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Sometimes in AV we think we know what the client wants until we submit a proposal and they tell us otherwise. Don’t get frustrated! Follow these three steps to optimize the chances of partnering with the client to get the proposal right. Podcast: Play in new window | DownloadSubscribe: Android | RSS
Sometimes as AV salespeople and AV businesses we get hung up on what we want to sell our clients. Many times however, that may not align with what the client wants to buy. Listen to this week’s selling AV to hear the difference. Podcast: Play in new window | DownloadSubscribe: Android | RSS
