Wednesday, February 12, 2014

Shorten The Sales Cycle By Flying Instead of Driving!

Business Aviation Education from Aargus Air Charter                                                                                  Volume 1, Post 19

How often do your top sales people spend 8 hours driving for a 1-hour sales meeting? Let’s say you’re based in Grand Rapids and have a sales meeting with an Indianapolis company. Google Maps show it’s an 8-hour round trip.

How likely is it you’re going to convince people from manufacturing, shipping, customer service, and technical support to squeeze into your mid-size sedan for an 8-hour road trip? If you’re lucky, maybe one of them agrees to make the trip.

That helped, but the prospect still isn’t sold and now wants a face-to-face meeting with someone who didn’t make the trip. At the next meeting, someone else at the prospect’s company insists on meeting in person with one of your people who did not make the trip.

Your 8-hour road trip ends up being four or five road trips, that get spread out over five or six weeks. Any wonder the sales cycle is so long? On top of that, you’ve just killed an entire week of productivity driving 40 hours to meet 5 hours face-to-face.

Why not shorten the sales cycle by putting everyone you need in a chartered twin-engine business airplane?  You could fly there and back in 2 hours or less.  A typical aircraft would be the Beechcraft King Air or the Cessna Conquest. You’d have comfortable seating, fold out worktables, and complete privacy in which to plan the meeting and debrief on the way home.

It’s your choice. 40 hours on the highway, listening to passengers whine about being dragged along to a meeting, “just in case the prospect has a question,” or having people begging to go so they can get a ride on the “company plane.” And closing the sale on the first meeting!

Call Dan Dunn at Aargus Air Charter with all your questions and to arrange your trips.
(616) 956-7600 or (616) 822-0099

No comments:

Post a Comment