In the spirit of Social Media crowdsourcing, in this Selling AV I make a special request. Give it a listen and then chime in below in the comments section.

Sometimes in AV sales, it’s hard to develop rapport and break through the resistance a potential client may initially put up to “being sold”. With that, this week I go against the traditional “ABC” selling philosophy, and instead say to “start with free.”

Have you seen SNL’s skit about a game show called The Secret Word? Well, I recently found myself in a meeting where I had to explain a system without using the secret word. What was it? Tune into this week’s selling AV to find out!

As AV sales people you work hard to get meetings. Make sure you are getting the most out of those meetings with one simple piece of advice.

With the year ‘winding down’ (see what I did there?), here’s a simple tip to manage both your day and your customers’ impressions of you.

As AV sales people we hear a lot of sales advice and tactics. But what happens when those tactics meet reality? In this Selling AV, I talk about a time I went against my gut to deploy a tactic I paid good money to learn and what happened as a result.

There is an obvious shift that needs to happen in Selling AV from a box-driven sale to a managed service offering. This week I give you two tips on how to make sure the customer sees the value in your service agreements so you can keep making that RMR!

This week on Selling AV, a lighter message for a lighter work week. Happy Thanksgiving!

In an AV world sometimes dominated by HDBaseT, Video over IP, UHD and 4K, it is easy to get caught up in the opportunities of video. However there is a special talent needed to do audio right and that presents new opportunities for integrators with audio chops.

Not every customer is for you, (although they may think that they are). Find out when it may be time to fire yourself to avoid a bad fit.