If you’re in aviation sales and marketing, you know one thing for sure—selling in this industry takes time. Unlike fast-moving consumer sales, our transactions are complex, high-value, and involve multiple decision-makers. That means most of us spend months—sometimes even years—nurturing potential clients before closing a deal.

So, how do you keep your prospects engaged during that long sales cycle? That’s exactly what we’re covering in today’s session. We’ll walk through the power of a strong holding pattern—the strategies and tools that keep you top-of-mind without being pushy, so when your prospects are ready, they come to you first. Let’s dive in!

Chapters & Timestamps

0:01:15 – Introductions & Audience Check-In

0:02:46 – ABCI’s Sales Cycle: Then vs. Now

0:04:07 – Sales Cycles in Aviation vs. Other Industries

0:05:11 – Why a Holding Pattern is Essential in Aviation Sales

0:06:57 – Recap from the Prospecting Workshop: Three Possible Responses

0:07:32 – The “Not Yet” Challenge: Why Most Prospects Delay Buying

0:09:07 – The Role of Trust & Visibility in Long Sales Cycles

0:10:52 – Common Reasons for Sales Delays & How to Address Them

0:12:58 – The Myth of “They Don’t Want What I’m Selling”

0:14:36 – Real Aviation Sales Cycle Example: From Prospect to Purchase

0:17:27 – Building Trust Through Consistency & Industry Presence

0:18:10 – The “Money, Authority, Need” (MAN) Framework for Sales

0:19:26 – What a Full Sales Pipeline Looks Like

0:21:02 – The 12+ Touchpoint Rule for Aviation Sales Success

0:27:30 – Why Traditional Closing Techniques Don’t Work in Aviation

0:33:49 – How to Create Urgency Without Using High-Pressure Tactics

0:36:50 – Becoming a Trusted Industry Resource: Key Content Strategies

0:42:17 – Managing & Rotating Your Prospecting and Holding Pattern Lists

0:50:06 – Example Holding Pattern: ABCI’s Proven System

0:56:24 – How to Measure Effectiveness: Key Sales Metrics

0:59:17 – Next Steps: The Path from Holding Pattern to Sale

1:00:31 – Closing Remarks & Group Office Hours Invitation

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