This week I go to LinkedIn and answer this question from Jason Ward: “When do you walk away from an opportunity?” Tune in to learn when to walk away (and when to run).
Even if a customer meets your ideal profile, sometimes we need to qualify the project further to ensure we’re equally invested. Listen to this Selling AV episode to find out how.
How do we continue to grow our businesses effectively as technologies change? The secret to qualifying new customers and projects lies beyond the technology itself. Give this episode a listen for more!
In today’s world, you can win on price and not make money, bid to make money and lose on price … or you can lead the problem-solving and discovery process to create a scenario — and everyone wins. Listen to this Selling AV to find out how.
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!
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.
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!
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.
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.
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.
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.
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.
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!
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.
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.
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.
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. […]
“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 […]
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.
In today’s world, we have access to all sorts of information about our prospective clients. As professionals, we need to be diligent about doing our homework before we make that first call. This episode talks about what that homework should include.
The look, feel, and workflow a space needs to provide are not always easily found on the floor plan. This week, I answer a question from Graham Kirkpatrick on how to better align our systems with furniture, fixtures, and equipment to create efficient and cohesive designs.
This week’s selling AV topic came from Chris Neto on Twitter who asked “How do you host a dynamic sales presentation online?” Tune in to hear 3 quick and easy ways to make sure you engage your audience in a way that makes sure the most relevant content is what they remember.
This Selling AV topic came from Patty Wanzer through Twitter. “How do you determine the client’s budget?” I invited Jarrod Hillman of Hillman AV to help me tag team this in a special Selling AV.
In this time of increased demand for remote work solutions, we need to make sure we’re adding value and easing fears, as opposed to opportunistically capitalizing on them.
Are you a brand trying to reap the benefits of Social Media without actually putting in the work to be social? Find out why that’s a bad strategy on this Selling AV.
