Selling Av Rave [publications]

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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 your meetings? Tune in to find out!

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.