Here’s Your Response: “It sounds like you’re concerned that your customers might not approve of doing business with you if you started chartering aircraft for some trips. What specifically do you think would bother your customers and how would they react?”

{Stop Talking and Wait for the Answer.}

Instructions: Make a written note of the reasons given. They will vary by prospect. They might include examples such as:

• If we can afford private planes, customers might think they’re paying too much for our products
• Some customers might think we’re showing off
• Our competitors would use this against us

Here’s Your Response: “You said that {insert a reason} is a serious concern. If we found a way to neutralize that concern, and even turn it into something positive, would you consider flying with us?” Example: “You said that customers might think they’re paying too much if you flew privately to see them. If we could turn that trip into a positive benefit for your customer, would you consider flying with us on occasion?”

{Stop Talking and Wait for the Answer.}

Instructions: Write down what they tell you. Then immediately repeat that step for every reason they give you. When you have covered all the reasons, recap so they can confirm you got it right.

Here’s Your Response: “Thanks for giving me that information. Let me just check to be sure I have this correct. You said that your company would consider flying with us if your customers saw a benefit in it for them. Is that right?” {Wait for confirmation.}

“You also said we’d need a way to neutralize any back-biting from the competition. Is that right?” {Wait for confirmation.}

“It sounds like what we need to do is look for positive benefits for both you and your customers, and then put together a plan that your sales team wholeheartedly supports. I’d like to get started on that challenge for you. Who can I work with in sales who knows the customers inside out and could tell me what will work for them and what won’t?”

Instructions: If the prospect tells you who to work with in sales, and agrees to introduce you, stop selling. Schedule a meeting with the sales person for the next day, and call AirPSG!

If he does not move ahead with your idea, and starts “pushing back,” you need to find out his other concerns or objections. Do that by asking, “I realize customer reaction may not be your only concern. Tell me, what else is causing you to hesitate about flying with us for some of your business travel?” And then proceed to the next objection, which is probably one of our top six.

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