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 11: Working With Architects

We all hear that AV people should be talking to architects, but that’s easier to say than to actually do. This week I give a few tips on how to open those architect doors.  Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 11: Working With Architects

Selling AV Episode 10: The Takeaway

Sometimes customers come into a meeting with you with their minds made up about some of the products and services that you offer.  Trying to tackle those preconceptions head-on can be a struggle, so this week I share a technique that may just help bring the customer back around. Think of it as your five-minute […]

Selling AV Episode 10: The Takeaway

Selling AV Episode 9: Double Agents

Sales isn’t about tricking customers into buying things; it’s about forming alliances based on trust. Listen to today’s tip and learn a simple way to communicate this to your customers.  Think of it as your 5 minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 9: Double Agents

Selling AV Episode 8: Stop Saying That!

Old habits die hard, even when times change significantly. There is a phrase in AV that is dangerously outdated and may be costing you and your company sales.  What is it? Tune in to find out! Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 8: Stop Saying That!

Selling AV Episode 7: One at a Time

Last week in Selling AV #6 we talked about Objections and how to categorize and qualify them.  Equally important though, is making sure that you are only fighting one objection at a time.  Learn how this week by listening below.  Think of it as your 5 minute sales manager. Podcast: Play in new window | […]

Selling AV Episode 7: One at a Time

Selling AV Episode 6: Objections

If you are selling AV you’ve heard hundreds of objections.  However, did you know that they really boil down into one of four categories?  This week we talk about categorizing objections and then clarifying them to increase your chances of making a sale.  Think of it as your 5 minute sales manager. Podcast: Play in […]

Selling AV Episode 6: Objections

Selling AV Episode 5: Do the Demo!

Have you ever gone into an electronics store and seen rows of spec sheets hung on the wall with pictures of televisions? Of course not! So why do we try to sell AV systems this way in integration? This week we talk about the power of doing a proper demo. Think of it as your […]

Selling AV Episode 5: Do the Demo!

Selling AV Episode 4: Develop Tracks

We’ve all heard of FAB selling, selling based on Features, Advantages and Benefits. However, selling based on talking points can be boring. In this episode we talk about developing tracks that can make sure your FAB isn’t drab. Think of it as your five-minute sales manager. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 4: Develop Tracks

Selling AV Episode 3: FUD Selling

 It’s a great idea to differentiate your products and services when talking to your customers. It works even better though when you don’t get down in the FUD. Listen in to hear the dangers of FUD selling.   Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 3: FUD Selling

Selling AV Episode 2: What Do People Pay For?

Our businesses are centered around technology and our systems are full of parts and pieces. But is that really what people pay for? Listen in to hear Mark’s thoughts. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 2: What Do People Pay For?

Selling AV Episode 1: Be the Customer

This episode talks about how pretending you’re the customer can assure proper AV design and demonstrate the value in your proposal. The customer may not always be who you think it is though. Listen below to find out more. Podcast: Play in new window | DownloadSubscribe: RSS

Selling AV Episode 1: Be the Customer