| Turn More Quotes Into Trips! |
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When fewer quote requests come in, you need sales skills to convert your opportunities into charter trips. If your schedulers or charter coordinators need sales skills training, call us at AirPSG. We have programs, classes, and materials to fit any budget, including yours, in this economy. |
| Try Working On These 5 Sales Skills |
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Ask open-ended questions. They begin with words like who, what, when, and where. Avoid asking questions that start with Why.
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Give customers choices. "Would you rather get there faster in one of our jets, or is saving money in our turbo-prop more important on this trip"?
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After asking a question, stop talking and wait for the answer...even though it seems like it's taking forever. The customer is formulating an answer.
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For every two sentences you speak, ask one open-ended question. It keeps you from talking too much and keeps their attention.
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Get your customer or prospect to talk. You will learn about their true needs. Customers will tell you how to close the sale if you let them. |
| Patch Up The Cracks! |
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How many times have you said to yourself, "That one just fell through the cracks"? You can't afford to miss any more trips because something went wrong with your sales process. Contact AirPSG for a sales process tune-up. In most cases, we can diagnose your process over the phone and explain exactly what to change and how to do it. |
| 5 Tips to Analyze Your Sales Process |
- Ask each charter coordinator and scheduler to write down the steps in sequence they follow most of the time on most of the quote requests received from NEW customers.
- Analyze their steps. You may be surprised to learn that each employee follows a slightly different process on NEW customers. You should also be able to spot the flaws in the current processes.
- Decide for yourself what process YOU want everyone to follow on NEW customers.
- Figure out a way to test the new process to be sure it's working better than the old processes. Never test a new process on ALL your business, in case it works worse than the old one.
- Train the employees on the new process and then spot check a sufficient sample of the work over the next several weeks to be sure it's being used as expected.
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| Give Your Customers Some Political Cover! |
Our industry must come out fighting on behalf of our clients. Right now, it's easier for your clients to duck and cover (and call the airlines) than it is to expend internal political capital to make the business case for charter as an effective business tool.
You and your clients can use this AirPSG action plan to make the case that charter travel is an effective business and productivity tool.
Click here for an action plan to get your customers flying again! |
| Call AirPSG for personalized charter marketing survival solutions! |
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AirPSG brings air charter operators hands-free, marketing survival solutions. Please give me a call if you would like us to help you level the flying field and help you claim your share of the airspace.
Thanks,
1.800.769.6082 office
1.512.966.6340 mobile
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