Without sales and marketing, planes and people sit idle.
We’ve seen the necessity of good marketing and good salesmanship first hand in the last couple of years.
When the economy is good, a company can do well with the following:
- A good product (it didn’t have to be great.)
- A decent advertisement or appearance at a trade show (it didn’t have to be particularly imaginative or effective, and results didn’t have to be measured.)
- A salesperson or salespeople that mainly took orders. No great product knowledge, extraordinary perseverance, of sales skill, was required.
Post 2006, however, things have changed. We’ve seen good companies with good products go out of business.
When sales don’t happen, factories shut down. A & P mechanics, pilots, dispatchers and receptionists might as well stay home. Flight instructors find jobs delivering pizzas between lessons. Warehouses full of product gather dust. Airplanes languish in hangars, (or worse, outdoors) depreciating, pointlessly leaking insurance money and storage fees. Even caterers and janitors suffer.
It doesn’t have to be that way.
We understand the value aviation brings to every other industry and to recreation and quality of life. Aviation gets people and things where they need to be quickly, helping companies be more competitive and serve their customers better.
Great salespeople and skilled marketing can bring energy, life, money and power back to an important industry.
It’s simply a matter of matching the right customer (that has the need and the ability to pay) with the value proposition and communicating in a meaningful way.
With our sales consultant, Mark Leeper, we’ve created a new ebook. Download it now!
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Most folks don’t understand that everybody is in sales – every-time you try to convince (read sell) someone of something you are selling your idea . . .
John is right. But, the psychology of selling is very different when “everyday people” or “non-sales people” simply try to convince their friends to go along with their ideas, or when they try to “share” or their experience of a good restaurant, or “recommend” a good hair stylist. Those “sales activities” usually do not generate profits. When it comes to generating a profit while selling something, a lot of people take a big step back. Probably because most people have too many bad experience with “pushy sales people” doing hard sales on them, and most likely the reason sales people got stereotyped with a bad reputation…… then there are soft sales people, and there are “solution sales people” that create win-win sales scenarios. Yes, the whole economy depends on sales people. If you have the greatest products or ideas but cannot sell your ideas, it will be hard to go very far……
Definitely, George!
There are good, bad and ugly salespeople, and unfortunately the bad and ugly are the ones people think of when you talk about the profession! It’s unfortunate because the reluctance to acknowledge the need for, learn and practice good sales techniques drives a lot of companies out of business!
A good salesperson always does his best to do the right thing by providing information that is in the best interest of the client, irrespective of whether it benefits the sales person or not. A true professional recognizes that over time it will always come back and benefit all concerned.
Well said! You’re absolutely right – even from a practical standpoint, a trust relationships are worth a lot more over time than any given transaction, even looking beyond the “right thing to do.”
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