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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|