| If you are a sales manager in charge of training | | | | Many people who sell high-end corporate jets |
| aircraft sales people you need to be sure of a | | | | realize that the easiest way to sell an aircraft is |
| number of items. Aircraft sales should not be a | | | | to take the people for a ride and perhaps their |
| high-pressure business and if you have people | | | | family perhaps to a ski resort. Or to an important |
| coming from the auto industry to sell aircraft you | | | | business meeting. When training salesman for |
| might be surprised if they do not do as well as | | | | aircraft sales companies it is very important that |
| you might expect. The average aircraft buyer is | | | | they understand business and perhaps either have |
| much more sophisticated and in the aircraft | | | | studied for an MBA or at least have gone through |
| generally sell from between $100,000 for a small | | | | some business courses in the past to understand |
| single up to 10-15,000,000 dollars for a corporate | | | | how it all works. |
| jet. | | | | A young hotshot, smooth talking, suit and tie |
| Often there will be lawyers, accountants and | | | | pretender will have little if any chance at selling an |
| business owners or boards of directors all involved | | | | aircraft to a sophisticated buyer. Although the |
| in the sale of the aircraft and each one will have | | | | buyer may respect them for trying to move up |
| in mind a reason and a methodology for making | | | | in the world chances are they will also be turned |
| their decision and you must satisfy all of them. If | | | | off by any sales tricks. I hope you will consider all |
| you fail to do this you will probably end up losing | | | | this in 2006 when setting up your aircraft sales |
| the sale to another aircraft sales Co. | | | | teams. |