Three Ways to Save a Sale

“Do you have any programmable Christmas trees?” We asked a very distinguished looking gentleman in a red flannel shirt. “Nope.” “Why not?” “Because they’re nothing but trouble, that’s why not. You don’t want to get it home and plugged in and have it not work right after a week, now do you?” John and I…

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Marketing Strategies – Approaching Your Top Ten Most Desired Customers

This one of the most powerful marketing strategies that we share with all of our clients early in the process of working together. One of our clients (who is a pilot) remarked that “customers don’t come with approach plates.” No, they don’t.   You have to make up your own. Unique Customers Require Unique Approaches. One…

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How to Network at Aviation Events

Why is it important to know how to network? Aviation is a trust-based industry, and many deals (especially most of the large-ticket transactions) are still made in person, or as a result of at least one in-person meeting. Events, like trade shows and conventions are a great opportunity to have a number of decision-makers in…

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How “Sales Choreography” Prevents Prospect Chasing

Sales is more often described as “chasing” than dancing. We think that’s a problem. We were discussing this concept in a Sandler Sales training meeting, and it led to an animated conversation among a group of professional salespeople. Chasing customers is exhausting for you, irritating for them, and rarely does anybody get “caught.” Sales, like…

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Eight Org Structures for Sales & Marketing Teams

There are  as many different organizational structures for sales and marketing teams as there are companies – One thing we’ve learned  consulting with aviation companies is that many different org structures can work either very well or very badly. It’s more important to get the “right people on the bus” than to get these people…

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