In this week’s podcast episode, we’re tackling one of the most nerve-wracking yet crucial parts of aviation sales—how to approach your top 10 prospective customers effectively.
In a previous episode, we covered finding ideal targets using ChatGPT and Linkedin. That’s great and all, but what do we do from there?
Whether you’re a seasoned professional or just getting started, we’re diving deep into strategies that ensure you’re prepared, confident, and ready to make the most of every opportunity. With tools like ChatGPT and LinkedIn by your side, you’ll see how to make targeted, thoughtful connections that prioritize relationships over sales pitches. Ready to refine your approach and take your prospecting to the next level? Let’s jump in!
Timestamps
• 0:00:00 – Paula and John introduce the episode and ABCI’s mission to help aviation companies sell more, with less stress.
• 0:00:35 – Recap of last week’s episode on targeting prospects and this week’s focus on the approach.
• 0:01:05 – Tools to use: LinkedIn and ChatGPT, and why targeting individuals is essential in aviation sales.
• 0:01:56 – The challenge of competing with established relationships in aviation sales.
• 0:02:26 – Example: Targeting NetJets as an MRO specializing in Citation phase inspections.
• 0:03:52 – Demonstration: Using LinkedIn to research and save a profile for analysis.
• 0:04:46 – Utilizing ChatGPT for prospect research while ensuring security and confidentiality.
• 0:05:58 – Developing a marketing plan based on insights from ChatGPT and competitor research.
• 0:07:25 – Identifying competitors and understanding NetJets’ existing partnerships.
• 0:09:11 – Preparing for a phone call with a potential prospect like NetJets COO Alan Bobo.
• 0:11:02 – Roleplay: The first steps in a sales call and the importance of conversational skills.
• 0:13:31 – The value of preparation: Knowing your company, client, and competitive advantages.
• 0:14:15 – Why strong targeting and preparation turn every “no” into a temporary one.
• 0:15:22 – The importance of clean motivation: Building relationships and solving problems first.
• 0:15:57 – Leveraging goodwill: How past connections can generate unexpected referrals.
• 0:16:50 – Teaser: Upcoming episodes on the next phases of the sales process—holding patterns and beyond.
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