Training

• Air transport is currently facing unprecedented challenges due to the COVID-19 pandemic: passenger traffic and revenue have collapsed effectively cancelling the growth and profitability achieved in the previous decade.  Nonetheless, air transport has proved very resilient in the medium to long term, so normality should be restored from 2022 onwards albeit with extra safety and hygiene measures embedded into the air transport business ecosystem.  
  In addition to gaining back passenger confidence in flying in the short-run, airlines will have to effectively understand opportunities and risks emerging in the new sales environment. Selling is an integral part of any successful business and top quality salespeople are in great demand. Most people come into the job because of a natural ability to persuade and, as the old say goes, can sell ice to an Eskimo. Although natural talent is important, selling is in fact a well-structured set of systems applied by all professional high achievers. This course will cover all these systems as well as other factors that help clinch a sale. Participants will be inspired, motivated and learn to think positively. Armed with communication skills and using tried and tested problem-solving techniques, they will enhance the airline's reputation. Mind mapping and other creative sales tools are meant to strengthen presentation skills. The benefit matrix will be a useful tool to overcome objections.

The course should be attended primarily by senior and middle in charge of designing and implementing sales management strategies.  Airline passenger and cargo sales representatives as well area/station managers will also benefit from this course.  

• COVID-19: Impact on Air Transport
• Basic Marketing Concepts in the Airline Industry
• Principles of Revenue Management and the Role of Ancillary Revenue
• Principles of Risk Management and Implications for Sales
• Planning Successful Sales and the Benefit Matrix

1. The Role of Psychology and Mind Mapping in Sales
2. The 80/20 Rule and effective Target Marketing
3. Time Management and Action Provoking Systems

• Communication (listening, body language and pacing) and Conflict in Sales
• Gaining Product Knowledge and Service Expertise
• Advertising and Sales Ethics in the Airline Industry
• Sales Customization, Accepting Client Diversity and Effective Prospecting
• High Performance Sales Teams (Super Self)
• The Importance of Networking Skills
• The Art of Cold Calling