Ed's AV Handbook.com
Home Theater & High Fidelity Stereo Audio
AV Sales Training
Batting practice for the audio/video pro and a primer for the novice
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Chap 1 AV Terminology
Chap 2 Physics
Chap 3 Audio
Chap 4 Video
Chap 5 The AV System Sequence
Chap 6 The Room, Speaker, & TV
Chap 7 Acoustical Strategy
Chap 8 Home Theater by Design
Chap 10 Business & Marketing
- 2 - 3 - 4 - 5 > next
Assess your results and then implement tactical and strategic adjustments. Begin by assembling a score book that tracks where you have been, where you are, and predicts where you are going. This requires more than a scoreboard of sales totals. I therefore offer the following experiment to justify the effort.
Implement the Plan
Take your game plan to the floor or street. Then prepare to assess its results, and adjust your plan with prescribed adjustments
Assess & Adjust
Let's confiscate your drivers license for a period of two weeks. In addition, disconnect your car's gas gauge, speedometer, and cover up all mirrors for the same period. Then take your keys and drive off. Given these actions -- I predict the following changes in your behavior.
Regrettably too many in sales suffer from a similar state of affairs. They lack the license or credibility to sell. They blindly navigate the sales floor. They do not know where they have been or where they are going. Eventually as stress levels soar they run out of gas, cash, and crash.
However, I possess a solution to avoid this outcome. It involves creating a 'To Do List',
a 'Scorecard', a 'Stat Sheet', and a 'Sales Dashboard'.
To Do List
Prepare a daily ‘To Do List’ that includes:
a. People to call.
b. Projects to address.
Prioritize the list. Begin your day with the first item and continue until it is completed.
Add new projects to the list as the day progresses. Use the list as a scratch pad for names
and phone numbers.
At the bottom of the 'To do List' add the following: L, Pr, C, $, P
L = Leads)
Pr = Presentations - on the floor, on the road, or phone
C = Close
$ = Sale
P = Promotion - Follow ups by phone, letter, email
Under each heading keep a daily count (with a simple pencil mark) of each lead you find, each presentation you make, each close, each follow up phone call, email, or letter mailed, plus each sale in dollars.
Create a page for each of the 5 stats. Compute the total for each stat page. In addition compute and add the following:
1. Batting Average = # of Closes / the # of Pres
2. Dollars per close = Total Sales / the # of Closes
Total each of the now 7 stats weekly, monthly, quarterly, and annually.
|Ed's AV Handbook.com
Batting Practice for the AV Pro and a Primer for the Novice.
Copyright 2007 Txu1-598-288 Revised 2018