Hot Sellers “What is most important to you?”
When it comes to closing the sale, retailers cite warranties, product features and essential questions to ask potential customers.
Kenwood eXcelon DMX709S Digital Multimedia Receiver
Submitted by: Jeff West, Benchmark Auto Sound & Security, Springfield, Ill.
Main Selling Features: “This product features Apple CarPlay / Android Auto and has excellent audio processing, and many system expansion options.”
Primary Objection: Price.
How to Overcome: “Having a two-year warranty versus one-year helps, and the audio processing is something that other competing units don’t have.”
Sony XAV-AX4000 Digital Multimedia Receiver
Submitted by: Scott Williams, Sound Innovations, Lawrence, KS
Main Selling Features: Ease of use.
Primary Objection: None.
How to Overcome: “When the customer chooses their compromise point, we are able to build a system that still makes sense and exceeds their goals. How good do you want it? How much do you want to spend? What is most important to you? [We explore all of this] while keeping the system design safe for future upgrades.”
Other Products Recommended by Sound Innovations
Scott Williams of Lawrence, KS-based Sound Innovations also praised JL Audio VX amplifiers, as well as the company’s C6. Helix DSPs and Focal FLAX were also among his top choices. He cited ease of use and quality of return on investment for all of these products.
Momento M8 Wi-Fi dash camera with Radar Motion Detection, GPS, Voice Control and Wide-Angle Full HD Recording
Submitted by: James Halter, Stereo & Video Center, Tyler, Texas
Main Selling Features: Dependable and small footprint.
Primary Objection: Price.
How to Overcome: “We’ve had more radar and dash camera [installs] than in the past. With the Momento M8, we [talk about] tech support offered, plus easier warranty procedures if needed.”
6.5-Inch MP Series 2-Way Full-Range Coaxial Speaker w/1-Inch Horn Tweeter (4Ω) – MP654
Submitted by: Brian Seckel, Alterego Baggers, LLC, Ocala, Fla.
Main Selling Features: “Price and sound.”
Primary Objection: “[Claiming it’s] not water-resistant.”
How to Overcome: “These speakers are not waterproof, but they are water-resistant. I have had these speakers in my bike for the last four years, and I ride in the rain.”
Pioneer D-Series Subwoofers
Submitted by: David Bailey, Phase 4 Stereo, Idaho
Main Selling Features: “System upgrades, speakers and subwoofers are a big part of our business—replacing head units, not so much. These subwoofers offer the great sound and bass our customers are looking for.”
