Selling AV — rAVe [Publications]

There are plenty of resources that offer to sell you construction leads, but are they worth the investment? Listen to th... Read more

AV is an industry built around communication, but often times we fail to communicate or even understand our true value p... Read more

A major reason industries get commoditized is that they fall into selling products. This week I talk about asking a sing... Read more

This week’s Selling AV comes from a post I did on Linked In stating that I no longer want to have technology conversatio... Read more

Today we talk about three things successful comics do well that we should learn from in sales. Think of it as your 5 min... Read more

The first Selling AV topic of 2019 comes to us from an integrator in Australia. How do integrators better work with cons... Read more

Many times we bend over backward trying to win that big client, doing everything they ask without ever getting anything ... Read more

In today’s world of free information, trying to sell ice to Eskimos is not a salesperson’s job. What is your job? Listen... Read more

Many times we try to avoid facing our problems head on, instead choosing to take the path of least resistance. This week... Read more

The inspiration for this week’s Selling AV came from a friend who asked me what I thought of emailing proposals. Listen ... Read more

It’s easy to let the complexity and unique nature of the systems we are working on determine the level of our excitement... Read more

It’s great to have knowledge of your potential client’s business, that is unless that knowledge becomes baggage. This we... Read more

If you’re in residential integration, it’s hard to get a quick read on how technical your homeowner is. In this week’s S... Read more

Having trouble getting that certain someone to call you back? Listen in to this week’s Selling AV for a couple of tips o... Read more

InfoComm 2018 is behind us and we’re back to work, trying to close out the last half of the year. This week, find out ho... Read more

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... Read more

Life is full of opportunities for us professionally and personally — but sometimes those opportunities aren’t obvious. T... Read more

We’ve all heard of FAB selling, selling based on Features, Advantages and Benefits. However, selling based on talking po... Read more

Many times as AV sales people we are asked to itemize pricing on our bids. In this week’s show, I give a couple strategi... Read more

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... Read more