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Aviation Sales – How to Revive Dead Prospects

Most aviation sales professionals give up on prospects way too soon! There are three types of prospects that sales folks might consider "dead." Those might include "Left for dead" a la "Hang 'em High" "Mostly dead" a la "The Princess Bride" and, of course, "Actually Dead." In this episode, John and I talk about the difference, and how to revise the ones that can be revised. In our case, we [...]

By | December 7th, 2018|Categories: Closing Aviation Sales, Sales Goals|

Sales Enablement Tools – AKA BattleCards!

John and I talk about the pros and cons of Sales Enablement Tools, including a list of three that you MUST have in your wallet to win sales.   We've been hearing about sales training that involves "battle cards." Wow, what a great idea!  And also, wow, what a terrible idea! Reasons Battle Cards are Great Sales Tools, if Used Properly We're all in favor of sales enablement tools, which [...]

By | November 11th, 2018|Categories: Closing Aviation Sales, sales enablement tools|

17 Key Credibility Markers for Aviation Salespeople

Why are Credibility Markers important for aviation salespeople?   Ideally, the world would be a perfect meritocracy and every decision would be made after carefully considering all relevant information. Unfortunately, customers may not know as much as they should about the products and services they're researching.  And they're busy.   So they may subconsciously use a "shorthand" for a first impression about how credible a person is, and how much [...]

By | November 6th, 2018|Categories: Closing Aviation Sales, Credibility|

How to Sell Aviation Art at a Trade Show

How to Sell Aviation Art at a Trade Show We had a question from Nate, (not his real name) who is an artist that will be showing aviation art at the  NBAA show in Orlando this year.   We have some advice about how to sell more! “I’m going to display and sell art at NBAA in Orlando in October. I don’t have a ton of money, I’m going ‘all-in’ [...]

By | June 4th, 2018|Categories: Aviation Sales Questions|

Aviation Writers, Speakers and Educators are also Salespeople!

Although sales has a (sometimes well-deserved) bad reputation among aviation writers, journalists, speakers, podcasters and educators; sales is an integral part of the job. Aviation Writers, Speakers and Educators are also in Sales from Paula Anderson Williams Convincing your readers, listeners, and students to at least listen to your ideas is a necessary step to being effective in any of these fields. In this episode, John and I talk about [...]

By | April 16th, 2018|Categories: Aviation Sales Questions|

Book Club Discussion – Aviation Sales – Same Game, New Rules

John and I discuss the business to business sales classic Same Game, New Rules by Bill Caskey, especially how it relates to aviation sales. Featuring a "top ten" list by Jeremy Cox of Jet Brokers. How This is Different from Every Other Sales Philosophy? John and I have attended a LOT of sales training, from everyone from insurance companies to auto specialists - Dale Carnegie, Sandler, etc. etc. etc.  And [...]

By | March 23rd, 2018|Categories: Aviation Sales Book Club, Sales Goals|

Closing Aviation Sales with Credibility

Closing aviation sales has become more difficult. Why? Because salespeople and marketing folks are increasingly seen as the "villain" in the story, until they prove otherwise. Like it or not, all the shenanigans that salespeople in aviation (and every other industry) reflects badly on the rest of us. So, we have a much higher "burden of proof." We share three techniques to get out of "villain mode," build credibility, and [...]

By | February 19th, 2018|Categories: Closing Aviation Sales|

Aviation Sales at Small Specialty Trade Shows

Broadcasting live from Setup Day at the Flight School Association of North America Convention in San Diego, we bring you three tips for improving aviation sales at small specialty trade shows. Here are three tips for making them successful: Choose these specialty shows carefully to ensure you're in a "target rich" environment with lots of your ideal customers in attendance. Ask show administration about other advertising opportunities for exhibitors and [...]

By | February 18th, 2018|Categories: Aviation Sales at Trade Shows|

How to Avoid Desperation in Aviation Sales

How to Avoid Desperation in Aviation Sales We've all been there - with ambitious sales goals for the month, quarter or year, and not much time left to accomplish them. It's ideal to avoid these situations, because desperation is not attractive. But, there are a few things you can do. We share them here. How to Avoid Desperation in Aviation Sales from Paula Anderson Williams We'd be negligent as aviation [...]

By | December 11th, 2017|Categories: Sales Goals|