Sell More Charter Trips by Overcoming Sales Objections

Sep 23, 2009 9:30 AM

Because future charter customers often raise similar objections when considering private air travel, AirPSG, based in Georgetown, Texas, teaches air charter operators how to handle their prospects’ toughest concerns, using a sales process and suggested scripts.

“Working with charter operators around the country, we’ve identified six ‘sales-stopping’ objections that regularly come up,” said Mike Ryan, President of AirPSG, LLC. “And unless everyone on the staff who speaks to customers knows how to handle the objections, operators are going to be missing business."

While the owners and senior managers often know how to handle these objections, the operator can still be losing sales. “That’s because the people who know how to effectively handle the concerns, and said. He said a second problem involved training the front-line employees, which meant that even when an executive knew what to say, the executive often had trouble teaching those skills to the staff.

AirPSG’s program consists of detailed answers to the six toughest sales objections, along with a process that clients can adopt to handle any other objections. “We also include coaching, role playing and a chance to debrief with us the first few times anyone handles the objections,” Ryan said.

He said he suggested operators ask their employees how they would handle concerns such as, "it’s too expensive" or "the Board would never approve this."

“Listening to the answers will tell you if you need a process and training in this area,” Ryan said. “And if you’re calling the quotes that didn’t fly, and hearing these same concerns, that’s also a sign the objection wasn’t properly handled the first time.”

Want to use this article? Click here for options!
© 2012 Penton Media Inc.