Selling Av Rave [publications]

Communication is all about meeting people where they are at. This week I talk about why responding to customer communications in the way that’s best for you may be the wrong approach.

Sometimes when we call a customer and get their voicemail we end up saying the wrong thing. This week I share one thing you should never do when you get voicemail.

Many times we try to avoid facing our problems head on, instead choosing to take the path of least resistance. This week I talk about running toward conflict as a way to create opportunities.

Having trouble getting that certain someone to call you back? Listen in to this week’s Selling AV for a couple of tips on professional cold calling.

In today’s world of free information, trying to sell ice to Eskimos is not a salesperson’s job. What is your job? Listen to this week’s Selling AV to find out.

How do you follow up with someone who wasn’t even at the InfoComm show? Listen to this week’s Selling AV to get some tips.

InfoComm is always a great place to meet potential new clients and this year the show touted more end users than ever. How do you combine these two facts to create great InfoComm follow-up? Tune in and find out.

Sometimes it’s hard to know where to start when you return from a large show like InfoComm. This week, I talk about how to approach existing clients you met at the show.

AV systems are used everyday to help give company presentations to potential clients. How many of you are positioning the AV systems you design and install as marketing tools? Listen to this week’s Selling AV to learn why you should.

Sometimes the difference between being dismissive or accepting of new ideas is not being so sure of ourselves. Listen to this week’s Selling AV to learn why.

Many times as AV sales people we are asked to itemize pricing on our bids. In this week’s show, I give a couple strategies on how to handle that request.

Bidding open RFPs can be tedious and your chances to win the work can be slim. This week I tell you how to multiply your odds.

Last week I recommended including all the parts and pieces required to make a system work in your bids, even if they weren’t listed on the spec. This week, I go further, recommending you include parts you don’t even need. Find out why on this week’s Selling AV.

If you are bidding jobs that have already been designed, you most likely have to choose between bidding to win and bidding responsibly. This week, I tell you how to do both.

If you’re Selling AV, you’ve definitely encountered “the gatekeeper”. Some are amazingly good at their jobs, so here are a couple ideas on how you may be able to get them to open up that gate!

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.