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.

Selling AV — rAVe [Publications]

Selling AV — Episode 104: Enough With About Us

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.

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

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.

Selling AV — Episode 102: The Bouncy Ball

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.

Selling AV — Episode 101: Responsiveness

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.

Selling AV — Episode 100: Connection

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.

Selling AV — Episode 99: Failure to Communicate

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.

Selling AV — Episode 98: Taking A Step Back

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.

Selling AV — Episode 97: Selling Impact

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.

Selling AV — Episode 96: Conversations That Count

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.

Selling AV — Episode 95: Personal Brand

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.

Selling AV — Episode 94: Maintaining Value as an Industry

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.

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

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.

Selling AV — Episode 92: Dropping Breadcrumbs

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.

Selling AV — Episode 91: Fighting Consumerization

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.

Selling AV — Episode 90: Know Your Enemy

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!

hubhopper

Selling AV — rAVe [Publications]

hubhopper