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PODCAST

Selling AV — rAVe [Publications]

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!

technology podcasting

All Episodes

4:41

Selling AV Episode 24: Two Things

Selling AV — rAVe [Publications] ·

2016/04/08

This week I focus on two things that can make a better AV salesperson. The tips come from a media mogul I met while doing residential AV systems in Arizona. Think of it as your 5 minute Sales Manager for the week.

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5:00

Selling AV Episode 23: Sellin’ Ain’t Easy!

Selling AV — rAVe [Publications] ·

2016/03/19

If you have been selling AV for any amount of time you know that Sellin’ Ain’t Easy. In fact, if it were we wouldn’t be on 23 episodes of this show and counting. This week’s show gives those considering a career in Selling AV a little insight as to what they can expect.

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5:07

Selling AV Episode 22: Never Miss a Chance to…

Selling AV — rAVe [Publications] ·

2016/03/15

Life is full of opportunities for us professionally and personally — but sometimes those opportunities aren’t obvious. That is why this week, I talk about never missing a chance to…

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5:20

Selling AV Episode 21: Dress the Part

Selling AV — rAVe [Publications] ·

2016/02/26

Gone are the days where sales people wear a suit and tie to every meeting. So given the differences between regions and the businesses we call upon, how do we assure we always look professional? Find out in this week’s Selling AV.

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4:52

Selling AV Episode 20: Meet People Where They Are

Selling AV — rAVe [Publications] ·

2016/02/20

In today’s world of traditional and digital communications, it’s important that you pay attention to how your customers like to communicate and make sure you meet them where they are. Take a five-minute spin through this topic and get a little bonus piece of advice in this week’s Selling AV.

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5:21

Selling AV Episode 19: You’re in the Wrong Job

Selling AV — rAVe [Publications] ·

2016/01/30

If you are in the business of selling AV, odds are you’re in the wrong job. What do I mean and how do you fix it? Listen to this week’s Selling AV to find out. Think of it as your five-minute sales manager.

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4:53

Selling AV Episode 18: Get Excited

Selling AV — rAVe [Publications] ·

2016/01/16

It’s easy to let the complexity and unique nature of the systems we are working on determine the level of our excitement. How do you stay enthusiastic while providing small and simple solutions? Listen to this week’s Selling AV to find out!

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5:28

Selling AV Episode 17: General Contractors

Selling AV — rAVe [Publications] ·

2016/01/06

Creating relationships with General Contractors is an obvious strategy for securing AV work. Given that, everyone else is doing it too! If you want to increase your chances of landing jobs with GCs, take a listen to this week’s Selling AV.

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5:44

Selling AV Episode 16: Avoiding the “Free” Trap

Selling AV — rAVe [Publications] ·

2015/12/29

There is an interesting new blog on rAVe by Omar Prashad that coins a new term called “Scope Seep.” If you haven’t read it, check it out here.Based on that, this week on Selling AV, I thought I’d give some advice on avoiding the “free” trap. Take it for a spin — it’s only five minutes.

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5:15

Selling AV Episode 15: Real Estate Agents

Selling AV — rAVe [Publications] ·

2015/12/19

Real estate agents are highly sought after networking partners, which means that sometimes it is hard to establish yourself as their go-to AV expert against your competition. This week’s Selling AV gives you some advice on how to isolate the right agents and then give yourself the best chance to earn their referral business. Think of it as your five-minute sales manager.

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5:11

Selling AV Episode 14: Other Trades

Selling AV — rAVe [Publications] ·

2015/12/10

Do you want to trade referrals for AV work? Then you need to get out there and network with other trades. Tune into this week’s Selling AV to find out who the best networking trade partners are. Think of it as your five-minute sales manager.

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4:42

Selling AV Episode 13: Lead Lists

Selling AV — rAVe [Publications] ·

2015/12/01

There are plenty of resources that offer to sell you construction leads, but are they worth the investment? Listen to this week’s Selling AV to get Mark’s take on if these lists are valuable and how to get the most from them. Think of it as your five-minute sales manager.

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5:13

Selling AV Episode 12: Join Associations

Selling AV — rAVe [Publications] ·

2015/11/24

Do you want to add some fuel to your AV network? This week on Selling AV, we talk about three important associations you may want to join if you are doing commercial AV work. Think of it as your five-minute sales manager.

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5:20

Selling AV Episode 11: Working With Architects

Selling AV — rAVe [Publications] ·

2015/11/11

We all hear that AV people should be talking to architects, but that’s easier to say than to actually do. This week I give a few tips on how to open those architect doors. Think of it as your five-minute sales manager.

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5:04

Selling AV Episode 10: The Takeaway

Selling AV — rAVe [Publications] ·

2015/10/31

Sometimes customers come into a meeting with you with their minds made up about some of the products and services that you offer. Trying to tackle those preconceptions head-on can be a struggle, so this week I share a technique that may just help bring the customer back around. Think of it as your five-minute sales manager.

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4:00

Selling AV Episode 9: Double Agents

Selling AV — rAVe [Publications] ·

2015/10/20

Sales isn’t about tricking customers into buying things; it’s about forming alliances based on trust. Listen to today’s tip and learn a simple way to communicate this to your customers. Think of it as your 5 minute sales manager.

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4:56

Selling AV Episode 8: Stop Saying That!

Selling AV — rAVe [Publications] ·

2015/09/22

Old habits die hard, even when times change significantly. There is a phrase in AV that is dangerously outdated and may be costing you and your company sales. What is it? Tune in to find out! Think of it as your five-minute sales manager.

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5:14

Selling AV Episode 7: One at a Time

Selling AV — rAVe [Publications] ·

2015/09/11

Last week in Selling AV #6 we talked about Objections and how to categorize and qualify them. Equally important though, is making sure that you are only fighting one objection at a time. Learn how this week by listening below. Think of it as your 5 minute sales manager.

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5:11

Selling AV Episode 6: Objections

Selling AV — rAVe [Publications] ·

2015/09/04

If you are selling AV you’ve heard hundreds of objections. However, did you know that they really boil down into one of four categories? This week we talk about categorizing objections and then clarifying them to increase your chances of making a sale. Think of it as your 5 minute sales manager.

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5:06

Selling AV Episode 5: Do the Demo!

Selling AV — rAVe [Publications] ·

2015/08/28

Have you ever gone into an electronics store and seen rows of spec sheets hung on the wall with pictures of televisions? Of course not! So why do we try to sell AV systems this way in integration? This week we talk about the power of doing a proper demo. Think of it as your five-minute sales manager.

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