We've all been there - with ambitious sales goals for the month, quarter or year, and not much time left to accomplish them. It's ideal to avoid these situations, because desperation is not attractive. But, there are a few things you can do. We share them here.

1. Episode 111
How to Avoid Despera2on in Avia2on Sales

2. Three Big Ideas
• Don’t Get Desperate
• If You Do, Sell Your Smallest, Simplest
Product
• Create Urgency
2

3. The Problem:
3

4. Company Sales Goals
• $1,000,000 in Sales
• 75% Product A; 25% Product B
• 50% of Business from Referrals,
50% New Sales
• Two Trade Shows
• Top Ten Most Desired Clients
4

5. NBAA
HAI
Calendar
5
Holidays/
Catch Up
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product B
$111,111
Product B
$111,111
Product B
$111,111
Product A

6. 6
Phase Three - Post Sales Activities
Phase Two – Credibility & Sales Activities
Phase One - Advertising and Prospecting Activities
Long Cycle Marketing.
Copyright 2013 ABCI
Prospecting
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Phase One -
Adver2sing
&
Prospec2ng
Phase Two -
Building Credibility
& Closing Sales
Phase Three -
Referrals, Resales & Recaptures

7. NBAA
HAI
Calendar
7
Holidays/
Catch Up
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product A
$111,111
Product B
$111,111
Product B
$111,111
Product B
$111,111
Product A
Start Campaign 1
Product A
$222,222
Product A
Start Campaign 2
Product B
$222,222
Product B

8. Sell Your Smallest, Simplest Product
8

9. Ways to Create Urgency
• Taxes
• Regula2ons
• Guarantees
• Dollarized Value
(How much $$ are you
LOSING every month
you don’t buy this?)
• Incen2ves
• Discounts (Last resort!)
9

10. 10