Selling AV — rAVe [Publications]

Selling AV — rAVe [Publications]

Mark Coxon is an AV industry native and blogger for the rAVe BlogSquad. Listen to this short 5 minute podcast as Mark gives you pointers on the art of making the sale in the Audio Visual industry!

Episodes

Selling AV — Episode 104: Enough With About Us

December 2, 2019 • 5 mins
This week I’m in flooding social media with a rant in a common way everyone starts their presentations. Click play to hear why you should never start a meeting with your “About Us” slide.
Mark as Played

Selling AV — Episode 103: Don’t be Over Prepared

November 13, 2019 • 3 mins
Big meetings can be nerve-wracking, and it’s tempting to plan your responses down to the letter. This week I talk about the difference between being prepared and being scripted.
Mark as Played

Selling AV — Episode 102: The Bouncy Ball

October 8, 2019 • 3 mins
Sometimes we need to leave tech speak behind and adopt analogies that everyone can understand. Today I offer a fun way to talk about audio.
Mark as Played

Selling AV — Episode 101: Responsiveness

September 28, 2019 • 2 mins
Seeing that this episode is 101, I thought I’d go back to basics. Responsiveness is the stone in your sling that will help defeat Goliath.
Mark as Played

Selling AV — Episode 100: Connection

August 23, 2019 • 4 mins
When meeting with a client, not all roads have to lead back to your product or service. In this episode, I talk about how connection may be a more realistic and valuable goal for your meeting than a PO.
Mark as Played

Selling AV — Episode 99: Failure to Communicate

July 31, 2019 • 4 mins
AV is an industry built around communication, but often times we fail to communicate or even understand our true value proposition. Listen to this episode to find out what we should be communicating to our clients.
Mark as Played

Selling AV — Episode 98: Taking A Step Back

July 9, 2019 • 5 mins
This week’s Selling AV comes from a post I did on Linked In stating that I no longer want to have technology conversations. How do you have deeper conversations? Take a step back.
Mark as Played

Selling AV — Episode 97: Selling Impact

June 28, 2019 • 4 mins
A major reason industries get commoditized is that they fall into selling products. This week I talk about asking a single question that helps you sell impact instead, which is something worth paying for.
Mark as Played

Selling AV — Episode 96: Conversations That Count

June 20, 2019 • 4 mins
As AV professionals, sometimes we get caught up in how cool technology is and talk a lot about “how” we do things. This week in Selling AV I share how to pivot and make those conversations count.
Mark as Played

Selling AV — Episode 95: Personal Brand

May 30, 2019 • 5 mins
How do you escape some of your insecurities and give yourself permission to be the best version of yourself? Create a personal brand. Find out what I’m talking about on this episode of Selling AV.
Mark as Played

Selling AV — Episode 94: Maintaining Value as an Industry

April 30, 2019 • 5 mins
Many times we have our clients compare the cost of our services to those provided by other trades like electricians. It’s tempting to match pricing to gain a client relationship, but in this week’s Selling AV, I talk about why this may be a very bad idea.
Mark as Played

Selling AV — Episode 93: It’s Not Them, It’s You

April 25, 2019 • 4 mins
Sometimes, even after creating alignment and demonstrating value, a sale can get stuck. This week I talk about two ways to move things forward that may just mean checking your ego at the door.
Mark as Played

Selling AV — Episode 92: Dropping Breadcrumbs

April 2, 2019 • 5 mins
Sometimes the answer to a better sale may not be in trying to force a close, but in walking away and leaving a trail. Find out how in my latest Selling AV.
Mark as Played

Selling AV — Episode 91: Fighting Consumerization

March 11, 2019 • 3 mins
The latest question from the AV Industry Professionals Group asks how we tackle the challenge of the consumerization of our industry. Here is a great way to start that conversation.
Mark as Played

Selling AV — Episode 90: Know Your Enemy

February 14, 2019 • 5 mins
I received quite a few suggestions from other AV Pros for this year’s episodes of Selling AV. This week I talk about knowing your enemy because it just might not be who you think it is.
Mark as Played

Selling AV — Episode 89: Working with Consultants

January 18, 2019 • 6 mins
The first Selling AV topic of 2019 comes to us from an integrator in Australia. How do integrators better work with consultants to deliver value? Tune in to find out!
Mark as Played

Selling AV — Episode 88: New Year, New Format

December 31, 2018 • 2 mins
I want to make Selling AV a collaborative effort in 2019, so here’s how I propose we do that with a new format in the New Year.
Mark as Played

Selling AV — Episode 87: Start 2019 with…

December 31, 2018 • 2 mins
2018 is all but gone and it’s time to focus on success in the New Year. The best thing to do this week is to focus on how to do that. Learn how in this episode of Selling AV.
Mark as Played

Selling AV — Episode 86: Always Be C……

December 4, 2018 • 4 mins
Old school sales knowledge says to Always Be Closing. In today’s world that just doesn’t work. In this week’s Selling AV, I update the methodology to help you better serve your clients.
Mark as Played

Selling AV — Episode 85: Finding the Fire

November 26, 2018 • 5 mins
Even in an industry as exciting as AV, it can be hard to be excited about the product or service you represent day-in and day-out. In this week’s Selling AV, I talk about a couple ways to rekindle that passion.
Mark as Played

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