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.