Advanced Credibility and Closing
In almost any sales situation, and especially in aviation, there is often a time lag between meeting someone for the first time and consummating a purchase.
We recommend a long cycle of low key contacts to stay connected and in the front of customers’ minds once you have made initial contact. Keep your “drip campaign” running until prospective customers make the decision to take the next step with you or request more information
Contents
KEEPING PROSPECTS INTERESTED AND CLOSING THE SALE 2
CONTACT MANAGEMENT AND CAMPAIGN MANAGEMENT 3
EMAIL TOOLS 5
DON’T USE OUTLOOK FOR BROADCAST EMAILS! 6
WEB FORMS 6
TRACKING 7
TEMPLATES 7
PHOTO STORAGE 8
ABILITY TO SCHEDULE FUTURE EMAILS 8
AUTORESPONDERS 8
PERSONALIZE EMAILS 9
ANALYZES EMAIL DRAFTS FOR “SPAM TRIGGERS” 9
CONTACT MANAGEMENT 9
PRINTED NEWSLETTERS 11
EDUCATING YOUR PROSPECTIVE AND CURRENT CUSTOMERS 12
WHO SHOULD I MAIL MY NEWSLETTER TO? 13
SOCIAL MEDIA 16
CLOSING TECHNIQUES 18
CREATE A LIMITED TIME OFFER WITH A REAL “REASON WHY.” 18
CREATE CONFIDENCE BY EDUCATING AND QUALIFYING BUYERS 19
UPSELLING 20
DOWNSELLING 20
CONCLUSION 21
ADVANCED PRE-SALE AND CLOSING ACTIVITIES ACTION LIST 22
RECOMMENDED READING LIST 22
RESOURCES 22
SHOW YOUR WORK CHALLENGE 23
This course includes:
A thirty to sixty minute video with detailed instruction
A downloadable PDF Workbook
- We’ll send “Certificates of Completion” to those that show a good working knowledge of the concepts, and feature the best ones on ABCI’s blog. (An opportunity for additional publicity!)
- Need professional continuing education credit? CEUs or PDUs are provided for most professional organizations (Equivalent of 2 hours classroom instruction.)
- Your satisfaction is unconditionally guaranteed.
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