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How to Avoid Desperation in Aviation Sales

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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.

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How to Avoid Desperation in Aviation Sales

  1. 1. Episode 111 How to Avoid Despera2on in Avia2on Sales
  2. 2. Three Big Ideas • Don’t Get Desperate
 • If You Do, Sell Your Smallest, Simplest Product • Create Urgency 2
  3. 3. The Problem: 3
  4. 4. Company Sales Goals • $1,000,000 in Sales
 • 75% Product A; 25% Product B
 • 50% of Business from Referrals, 
 50% New Sales
 • Two Trade Shows • Top Ten Most Desired Clients 4
  5. 5. NBAA HAI Calendar 5 
 Holidays/
 Catch Up 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product B 
 $111,111 Product B 
 $111,111 Product B 
 $111,111 Product A
  6. 6. 6 Phase Three - Post Sales Activities Phase Two – Credibility & Sales Activities Phase One - Advertising and Prospecting Activities Long Cycle Marketing. Copyright 2013 ABCI Prospecting Postcards Download Ebook Top 10 Most Wanted? Information Package Personalized Postcard Initial Sales Call (Custom Next Steps/ Action Log) Trade Show Presentations SEO - Website Visitors Social Media Referrals from Current Customers Videos Yes No Regular Emails Follow Up Sales Calls As Required Direct Mail Promotions Social Media Conversations w/Top 10 Sale Formal Sales Presentations Printed and Mailed Newsletters Sale Sale Customer Satisfaction Survey New Customer Package Referral Incentive Package Follow Up Call/ Testimonial Request Weekly Emails Monthly Printed Newsletters + Social Media Conversations Greeting Cards Thank You Gift Semi-Annual Direct Mail Promotions Phase One - Adver2sing 
 & 
 Prospec2ng Phase Two - Building Credibility 
 & Closing Sales Phase Three - Referrals, Resales & Recaptures
  7. 7. NBAA HAI Calendar 7 
 Holidays/
 Catch Up 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product A 
 $111,111 Product B 
 $111,111 Product B 
 $111,111 Product B 
 $111,111 Product A 
 Start Campaign 1 Product A 
 $222,222 Product A 
 Start Campaign 2 Product B 
 $222,222 Product B
  8. 8. Sell Your Smallest, Simplest Product 8
  9. 9. Ways to Create Urgency • Taxes • Regula2ons • Guarantees • Dollarized Value 
 (How much $$ are you LOSING every month you don’t buy this?) • Incen2ves • Discounts (Last resort!) 9
  10. 10. 10

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