"I Cant Sell Labor for That!"
Summary
There came a point in my 40+ year professional sales career when I stopped whining about how “I can’t sell labor for that” due to burdened internal costs. Therefore, any Account Executive (AE) unprepared to persuasively articulate the value of their labor and commensurate cost faces a significant uphill battle. It may just be semantics, but an organization capable of designing, engineering, and integrating various widgets to create a sensory experience, by using diverse specialized products, which are aligned and programmed perfectly, to enable a user to seamlessly control the system, is not merely performing an installation. ProAV organizations normally stress industry certifications for design, sound, video, programming, and the physical installation of the project. Sure, problems sometimes arose, which is the nature of the AV business, but they never disengaged and gave us more than we asked for.” The moral of the story, become the very best at understanding what makes your company great – and develop an authentic cadence that communicates that to your clients.
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