Created with Sketch.
Selling AV – rAVe [PUBS]
4 minutes | Jul 11, 2022
Selling AV — Episode 131: Setting Proper Expectations
In sales, the biggest mistake can often be failing to set the proper expectations. In this episode of Selling AV, Mark Coxon talks about how early communication can have a positive effect in the long run. Find out why that is by checking out this latest podcast!
4 minutes | Feb 21, 2022
Selling AV — Episode 130: Online and Hands-On
We live in a world of endless online meetings. Want to make yours stand out? Add a hands-on component. Now, how do you do that? Listen to this Selling AV episode to find out.
4 minutes | Jan 14, 2022
Selling AV — Episode 129: Does the Math Really Matter?
If you’re an AV Professional, should you know the math behind your system designs? Does the math really matter? Find out on this episode of #SellingAV!
4 minutes | Jan 7, 2022
Selling AV — Episode 128: The First Meeting
As salespeople, we are always eager to tell the story of how we help customers. It’s not a bad story to tell, but perhaps it’s better to start with learning a little about the person on the other side.
5 minutes | Dec 16, 2021
Selling AV — Episode 127: Two Tips for Better Presentations
It’s tempting to use slides as a crutch and read them like a script to the audience (or even have them read along). However, this is a bad idea for several reasons. Get my two tips on better presentations in this episode.
6 minutes | Oct 12, 2021
Selling AV — Episode 126: It’s in the Way You Say It
Lately, there’s a lot of focus on the sales technique of “challenging” customers and their business decisions. I’m all for challenging assumptions, but the way you do it makes all the difference. So tune in to hear my thoughts on what to say … and what not to.
5 minutes | Aug 26, 2021
Selling AV — Episode 125: Sales Script Vs. Sales Approach
It’s good to have an idea of your goal for a meeting, but — of course — you don’t want your meeting to be overly scripted. Learn how to keep EQ in the equation for achieving your desired outcome.
6 minutes | Jul 28, 2021
Selling AV — Episode 124: Consumerization of AV
We spend way too much time upfront combating the consumerization of AV. This week I address how to capitalize on momentum of consumer tech experiences to lead into your professional AV sale.
5 minutes | Jun 25, 2021
Selling AV — Episode 123: Interactive Storytelling
OK, so I’m clearly on a storytelling kick. Tim Duncan asked about storytelling on Twitter, so I thought I’d share an effective and interactive story I’ve found myself telling more than once. Enjoy!
5 minutes | Jun 25, 2021
Selling AV — Episode 122: Tell Better Stories
If you’ve been telling people about your product or service and find that they’re just not responding, perhaps you need to tell better stories. In this Selling AV, I talk about how to do just that.
6 minutes | May 5, 2021
Selling AV — Episode 121: Always Add Value
If you’re in sales, you’ve heard plenty of advice on how to close, get the sale, get the PO, win. Today, I ask you to consider switching your perspective to adding value instead. Listen to find out how changing your thinking can change your outcome.
6 minutes | Apr 28, 2021
Selling AV — Episode 120: Better Sales Presentations
When going in for a big presentation, salespeople often spend quite some time creating what they believe is the perfect deck of slides to best promote their company and its products and services. However, overdependence on the “sales presentation” may just be blocking your chances of success.
41 minutes | Mar 19, 2021
Selling AV — Episode 119: Selling (Your) AV (Company): an Interview With Jay Myers
I sit and talk to Jay Myers about his book “Rounding Third and Heading Home: The Emotional Journey of Selling My Business and the Lessons I Learned Along the Way.” Jay shares lessons he learned over the 22 years he spent building his AV business, eventually resulting in a sale to the world’s largest integrator. […]
3 minutes | Mar 10, 2021
Selling AV — Episode 118: The Plastic Shovel
What does a plastic shovel have to do with selling technology? Great Question! Tune in to find out!
4 minutes | Jan 28, 2021
Selling AV — Episode 117: The Shotgun Effect
“Value engineering” are two of the most dreaded words in AV — they typically mean compromising system designs to meet the client’s budget. Most of the time, integrators use a shotgun to evenly distribute the discount across the project. In this episode of Selling AV, I suggest that may be a really bad idea, and […]
4 minutes | Jan 19, 2021
Selling AV — Episode 116: Return On Investment
It’s always a great idea to have conversations around Technology at a higher level with regards to the value it brings to a business. As such, it’s tempting to talk about Return on Investment (ROI), but is that always the best approach? Listen in to hear my thoughts.
7 minutes | Oct 21, 2020
Selling AV: Cold Calling Episode 5 — Leaving Voicemails
If you’re cold calling, odds are you won’t be getting through on the first call often, which means you’ll be leaving voicemail. Ditch the gimmicks and follow these simple tips.
6 minutes | Sep 28, 2020
Selling AV — Cold Calling Episode 4 — Qualifying Objections
Many times when talking to someone on a cold call, they will share a reason for not engaging with you at that time. Tune in to find out how to assure the reason is the right one, and to learn about the 4 types of objections that are offered.
7 minutes | Sep 21, 2020
Selling AV — Cold Calling Episode 3 — Tips for First Contact
Assumptions crush cold calls. If you’ve ever been taught to assume the relationship and assume the sale, you need to stop right now and listen to this episode for 3 tips on first contact.
5 minutes | Sep 15, 2020
Selling AV — Cold Calling Episode 2 — Your First Ally
If you want to be successful in navigating a new organization, you need an ally. In this episode, I tell you what phrase you need to eliminate from your vocabulary and who that first ally may be.
Terms of Service
Do Not Sell My Personal Information
© Stitcher 2022