Handling The Toughest Sales Objections 
Charter Marketing Survival Bulletin September 2009
In This Issue
Six Toughest Objections
One of the Answers
How to Work a Room
Host Successful Events
Trade Show Strategy
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What do you say when a charter prospect tells you, "It's too expensive"? How do you answer someone who says, "The Board will never approve this"! 
 
This month's Bulletin explains how to get answers and sales coaching for the six toughest (and most common) sales objections you're running into.
 
Keep reading. This is really good stuff!
 
Mike Ryan     (800) 769-6082   
SixThe Six Toughest Sales Objections
 
Would you like to know what to say when charter prospects and customers raise the following objections?
  1. It's too expensive?
  2. The Press would have a field day!
  3. It would cause labor problems if the executives flew around in private jets.
  4. What would our customers think?
  5. The airlines have convenient non-stop flights to the cities I fly to most often.
  6. The Board would never approve this! 
You will learn exactly what to say, what follow-up questions to ask, and how to turn the objections into charter trips by ordering AirPSG's Six Basic Charter Sales Objections.
 
Answer4Here's The Answer To Objection Number 4 
 
We want you to see just how powerful this material is by giving you the answer to the objection, "What would our customers think?" 
 
Julie Layne at Jet Logistics got a sneak preview of all six answers, and sent us the following note:

" I am certain one or all will come in handy when discussing the need to charter with potential customers. I ran into the "too expensive" comment twice last night at the networking event...it was good to have read your response to that."

And Liz Suchoski at Shamrock Aviation, who's also using this material, wrote to us that, "The Six Objections is a great thing to have. Thank you again for all your help."
 
Find out for yourself how powerful and easy to use this information is for you and everyone in your company who speaks with customers and prospects.
workaroomHow To Work A Room
 
Are you planning to attend a Chamber of Commerce "mixer" or any other business networking event this summer? If so, here are some suggestions on how to work the room. It's a four-step process. The steps are: (1) the walk-up; (2) the follow-up; (3) the inquiry; and (4) the close. (Read more...)
 
EventHow to Host a Successful Event
 
Have you been invited to shell out thousands of dollars to get your name and logo associated with a charity fund raiser or some invitation-only event attracting high net worth individuals? Use AirPSG's Event Guidelines to decide about co-sponsoring any event: (Read more...)
tradeshowsMaximize the Return on Your Trade Show Investments
 
If you are exhibiting at NBAA this fall, do you have a pre-show, at-show, and post-show strategy? Are you completely satisfied with results from previous shows? Would you like to get a much better return on your investment?
 
Considering what you spend on trade shows, why not ask us to review your trade show marketing strategy? We'll look over your entire plan, and  give you practical and effective solutions to improve results, meet more qualified prospects, and get new customers.
Quick Links
 
For More Information
To get specific advice or answers to questions about Working a Room, Hosting a Successful Event, or maximizing the return on your trade show investment, please give me a call at (800) 769-6082, visit our web site, or send me an email. It's easier than you think to put these suggestions to work for you!
 
Mike Ryan