Jeffrey Gitomer

OCTOBER 17, 2013

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Airlines 241

Airlines 241

Understanding the Sales Force

NOVEMBER 15, 2012

Do the airlines and the FAA seriously expect us to believe that when there is no WiFi on the plane our devices will interfere with navigation but when there is WiFi on the plane the devices won't interfere? After all, these lies continues to work for them, much as the lies the airlines use continue to get us to power down our devices.

Airlines 192

Airlines Prospecting Vendor Decision Maker 192

Understanding the Sales Force

JUNE 26, 2014

Understanding the Sales Force by Dave Kurlan Yesterday, I was returning from New Orleans on an airline I had previously decided never to use again. When I arrived at the airport, the monitors showed that my flight, scheduled to depart at 5:18 PM, was delayed. I entered a very short queue to speak with a gate agent to learn just how long the flight would be delayed. There was one person ahead of me and one person at the counter. There were two gate agents.

Airlines 164

Airlines Customer Service Customer Cancellation 164

The Sales Heretic

APRIL 11, 2017

Every business speaker, blogger, podcaster, columnist, and comedian owes a huge debt of gratitude to United Airlines. Sales Airlines business communication crisis customer negotiating perception policies service social media speaker training United videoIn forcibly dragging a paying customer off an overbooked plane at Chicago’s O’Hare airport, United has given us all great content to use on stage, in print, and online. And they’ve given us an incredible amount of content [.].

Airlines 184

Airlines Policies Social Media Negotiation 184

Sales Benchmark Index

JUNE 16, 2019

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture.

Competition 233

Competition Airlines Strategy Workbooks 233

BrainShark

AUGUST 7, 2014

Video killed the radio star

Airlines 62

Airlines Industry Video Marketing 62

Selling Fearlessly

MARCH 29, 2018

While I am not a billion mile flyer, I do travel more than the average person, and over the years, I’ve accumulated a few basic rules of common sense and basic courtesy that all should follow. Frankly, I shake my head at what some people do on airplanes. And don’t excuse it because they do […]. Selling

Airlines 35

Airlines Travel 35

Understanding the Sales Force

NOVEMBER 23, 2015

Dave Kurlan customer service Apple Dell Verizon profesional speaking lufthansa united airlinesLast week, during my travels to Poland and back, I experienced how companies are using customer service as sales tools. In most cases, customer service tends to be vanilla, bland, and although professional in its approach, it is typically highly unspectacular. However, sometimes, customer service is so good, or so bad, that their brand statements go beyond what marketing or sales could ever do.

Customer Service 133

Customer Service Examples Tools Airlines 133

The Sales Hunter

NOVEMBER 23, 2016

United Airlines announced last week a new cheap fare that does not allow ticket holders to carry on any luggage. Their reasoning is they want to attract customers who are now attracted to the ultra low fare airlines like Spirit. Check out at this link a great article by Benjamin Zhang at Business Insider regarding […]. Blog pricing Prospecting high-profit prospecting price prospecting sales prospecting

Airlines 179

Airlines Customer Prospecting Sales 179

Pipeliner

MAY 14, 2021

In 2018, the airline industry set a record by flying more than 4.3 With these statistics, you may think the airline industry is doing pretty well. But to achieve such heights, the challenges the airline industries face are equally prominent.

Airlines 63

Airlines Travel Industry Loyalty 63

A Sales Guy

APRIL 25, 2012

Business Performance Customer Service bait and switch Sales Sales Advice United AirlinesAs far as I know, the “bait and switch” is against the law in all 50 states, so how United gets away with it is beyond me. The bait and switch is when a company advertises a particular product at a particular price, then when the customer shows up to buy, they don’t have the product at that price. The price is now more expensive OR it’s a cheaper product at the same price.

Airlines 96

Airlines Travel Guarantee Advertising 96

HeavyHitter Sales

APRIL 12, 2008

I have flown millions of miles on American Airlines over the course of my career. However, this past week American Airlines cancelled thousands of flights which infuriated many loyal customers like me. I received this e-mail from American Airlines and it provides valuable lessons for dealing with unhappy accounts. Subject: An Apology from American Airlines. Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon.

Airlines 60

Airlines Cancellation Penetration Travel 60

Sales and Marketing Management

MARCH 4, 2020

Solomon interviewed Virgin Group founder Richard Branson, who told him that many Middle Eastern and Asian airlines that compete with his Virgin Atlantic international airline “have service standards that are extremely high, but don’t deliver the right style of service for customers today.”.

Airlines 156

Airlines Consumer Customer Customer Service 156

Anaplan

OCTOBER 21, 2020

Airline loyalty programs are being forced to evolve to meet today’s turbulent business environment. Fortunately for BIGLIFE, the platform that runs BIG Loyalty (which started out as AirAsia’s frequent flyer program), that evolution started long before COVID-19.

Airlines 87

Airlines Loyalty Meeting Customer 87

The Sales Hunter

APRIL 21, 2017

It seems everyone is talking about the unfortunate situation United Airlines had recently. I’m tired of hearing about it and I’m more tired of hearing how people are bashing every United employee they can find. I spend a lot of time in airports and here’s what I see: Thousands of United employees going to work […]. Blog leadership Professional Selling Skills executive sales leader briefing leader sales leader sales leadership

Airlines 107

Airlines Leads Selling Skills Sales 107

Increase Sales

APRIL 11, 2017

By now many in the US and all over the world have heard about or viewed the video of the United Airlines passenger being forcibly taken off from the airplane. As someone who avoids airline travel like the plague because of the hassle, it has been a long time since I actually read the policies stated when purchasing an airline ticket. Airlines reserve the right to remove passengers if for example the airplane is overbooked.

Airlines 103

Airlines Policies Travel Facebook 103

Zoominfo

SEPTEMBER 10, 2020

Sure, we could reminisce about the roots of loyalty programs in the 1700s, when devoted customers received special tokens, but instead, let’s start in the early 1980s, when much of the airline industry waded into what one would consider modern customer loyalty.

Loyalty 194

Loyalty Data Airlines Influencer 194

Paul Cherry's Top Sales Techniques

JUNE 5, 2009

When United Airlines pilot Captain Denny Flanagan, the subject of my Wow Factor Sends Customer Satisfaction Sky High post, read it and responded, he also revealed that it was his birthday, and that he had the following wish to share with all of our readers. United Airlines. More Free Stuff | Email Us | Get Started Now! Sales Training & Management Workshops | 302-478-4443. About Us. The Company. Our Training Approach. Paul Cherry. Patrick Connor News & Events.

Pharmaceuticals 40

Pharmaceuticals Film Airlines Training 40

criteria for success

MAY 24, 2021

He later became a commercial airline pilot and university professor. He later became a commercial airline pilot and university professor. Happy Monday, Let's Talk Sales listeners! This week's guest is Brandon Williams. Brandon started his career as an Air Force fighter pilot.

Airlines 79

Airlines eBook Twitter Social Media 79

Engage Selling

JANUARY 10, 2019

Every week I’m asked about travel tips, recommended hotels, airlines, and locations. Are you a sales road warrior?

Travel 60

Travel Airlines Hotels Conversion 60

No More Cold Calling

APRIL 5, 2012

I love Southwest Airlines. I actually believe that this big airline cares about me. Every year I receive a birthday card from Southwest Airlines. You’d be surprised how a small thing, like a birthday card, can make a difference in a business relationship. I recently had a birthday (no tears, I’m glad about it!). Life is high touch. Southwest understands this. (I I appreciate a hand-written card. I believe in the thank you note. I believe “ The Fortune Is in the Follow-Up ”.

Airlines 128

Airlines Referrals Follow-up Networking 128

Selling Fearlessly

MAY 3, 2018

In spite of the various articles, interviews and commentaries regarding the United Airlines (UAL) video and consequently PR nightmare, the old adage of “one can’t see the forest for the trees” is very much present. The trees in UAL’s issue are the rules and compliances found within each ticket purchased. These statements clearly reveal that […]. Selling

Airlines 30

Airlines Video 30

Engage Selling

JANUARY 31, 2017

Having racked up over 225,000 miles over two major airlines last year you could say that my most used office space is seat 3D. Like many professional sellers, I travel all the time.

Travel 61

Travel Airlines Loyalty Customer Service 61

Mereo

SEPTEMBER 10, 2020

In late 2019, the International Air Transport Association (IATA) published the “Economic Performance of the Airline Industry” report. It predicted a 4.1% growth in global air traffic demand in 2020.

Airlines 61

Airlines Transportation Travel Forecasting 61

Increase Sales

JUNE 16, 2017

A survey from Clutch (a B2B research company) targeted 1,000 US consumers and asked them to respond to one of these three questions regarding United Airlines recent negative PR incident: More likely to purchase a United Airlines ticket. Less likely to purchase a United Airlines ticket. The result was 53% of the respondents will not buy from United Airlines. So much emphasis is placed on the goal to increase sales.

Airlines 75

Airlines Survey Positioning ACT 75

The Pipeline

JUNE 3, 2020

You have all read about what the people in an operating room and an airline learned from each other, right? By Tibor Shanto. Now that almost all of North America is back on the path to complete reopening, the hype machine is about to go into overdrive.

Sage 245

Sage Airlines Enterprise Enterprise 245

Richardson

MARCH 24, 2020

trillion and represents an estimated 55% of airline revenues. According to the Global Business Travel Association , annual global business travel spending totals approximately $1.5 This considerable expense suggests that selling organizations have operated under the idea that travel is a burdensome but inescapable cost. Today, savvy business leaders facing this cost, coupled with new travel restrictions, are changing their thinking.

Airlines 40

Airlines Travel Benefit Distribution 40

Zoominfo

AUGUST 29, 2018

Example: When you think of crisis management, one industry jumps out in particular and that’s airlines. From lost baggage to delayed flights, airline customers are quick to voice complaints online. Some airlines respond immediately and offer real assistance to the disgruntled customer. After this negative experience, the airline loses this particular customer to a competitor that has a more positive reputation. How do people feel about your company?

Analysis 151

Analysis B2B Marketing Airlines 151

Sales Evangelist

JULY 18, 2016

So you have all these emails about your hotel, car rental, airline tickets, etc. So you have all these emails about your hotel, car rental, airline tickets, etc. As a sales professional or entrepreneur, we all know the headaches that come with traveling, scheduling, and getting everything all set up and going. where you have to dig into your email archive to search for these keywords.

Airlines 40

Airlines Travel Hotels Sales 40

Adaptive Business Services

JULY 22, 2020

More than a passing fad, servant leadership continues to energize leaders around the world – from Southwest Airlines to Starbucks – delivering proven bottom line results. Herb Kelleher helped found the airline on the following premise: “Your employees come first.

Airlines 68

Airlines Pharmaceuticals Study Retention 68

Sales and Marketing Management

JUNE 30, 2017

I got a phone call this morning from one of our oldest customers,” says the executive in a 2010 commercial for an airline. “He The executive proceeds to hand out airline tickets to his entire team and says, “We’re going to set out for a little face-to-face chat with every customer we have.”. Author: Paul Nolan “Game changer” is a term you hear often when people talk about how technology has changed their industry.

Airlines 131

Airlines Advertising Advertising Face-to-face 131

No More Cold Calling

APRIL 18, 2019

Usually, major airlines treat you like a number—unless you’ve flown zillions of miles with them—but this time, they made me feel like a real person. Most major airlines and other consumer businesses don’t recognize the power of a smile and a welcome. Are you creating an experience that drives revenue and referrals? How much did you say that cost?” I asked the barista. I knew I heard him correctly, but I still couldn’t believe it was $5.50

Customer 259

Customer Airlines SalesForce Demographics 259

Close.io

JUNE 25, 2018

Airlines are rarely known for their customer support. But for some reason, I thought things would be different when I recently called up my airline and tried to change the details on an upcoming flight. Almost every interaction in life—from booking airlines tickets to making sales—comes down to a personal connection. Every sales rep hates hearing no. But it’s just part of the job, right? You can’t win every deal and when a prospect turns you down, it’s time to just move on.

Follow-up 103

Follow-up Airlines Negotiation Strategy 103

MTD Sales Training

JANUARY 27, 2017

If the airline counter agent tells you that you must pay extra for your heavy bag, don’t get angry at the agent! Your beef is with the airline’s policy (and possibly your failure to read the fine print). So treat her well and negotiate respectfully…then take the matter up with the airline’s customer service agents. One definition of assertiveness is being confident and direct in dealing with others.

Airlines 129

Airlines Policies Negotiation Insurance 129

Zoominfo

JANUARY 11, 2021

The lack of events in early 2021 trickles down to other industries, such as airlines, hotels, and tourism. Back in February 2020, the Mobile World Congress in Barcelona canceled its gathering due to rising cases of COVID-19.

Conference 151

Conference Tourism Hotels Airlines 151

Sales and Marketing Management

FEBRUARY 18, 2019

When American Airlines started its Advantage Program in the early 1980s, it had one clear objective in mind – to learn more about their customers and their key needs so they could serve them better. At this point, you might be forgiven for raising a simple question: “That may be great for an airline or a restaurant, but I’m in the manufacturing business.

Loyalty 234

Loyalty Banking Airlines Chemicals 234

No More Cold Calling

NOVEMBER 1, 2012

I’m quoting from Spirit, the magazine of my favorite airline, Southwest. Being without your treasured workhorse device can leave superconnected sales pros feeling lost, anxious, and debilitated. There’s a term for that. Nomophobia”. Here’s the definition from Spririt Lexicon, Entry No 435: Walk the Walk, Talk the Talk. We’re all on the move, but on-the-go multitasking can be dangerous! Read, “ Texting While Walking…The Rules.” And stay safe out there.

Airlines 135

Airlines Referrals Networking Small Business 135

Zoominfo

NOVEMBER 3, 2020

The cross-sell comes as airlines around the world “try to employ their idled resources during the pandemic and tap into people’s desire to fly when most planes are grounded.” Interesting tidbit: The probability of selling to a new prospect is 5–20%.

Airlines 151

Airlines Loyalty Hotels Hubspot 151

Bernadette McClelland

JULY 29, 2013

Southwest Airlines constantly asks “how can we deliver ‘freedom for our clients in the sky’ in new ways? It’s 3AM…Are You Awake? You can’t sleep… so you grab your notebook and jot down that great idea. You’ve got an appointment in your diary and you’re champing at the bit to get there. You have this idea you’ve heard and you can’t wait to incorporate it into whatever you’re working on.

Airlines 224

Airlines Campaigns Energy B2B 224

Engage Selling

MAY 31, 2013

Porter Airlines yummy snacks and wine for the flight home. Porter Airlines same day flight changes at the airport for no cost. Porter Airlines restrictive carry on baggage policies. Traveling is great way to observe the best and the worst in sales and customer service. Here are a very highlights (and low lights) from May. Hits: Air Canada Super Elite Concierge Service. I never have to wait in line to check in and they can always get me on an earlier flight for no cost.

Hotels 58

Hotels Airlines Policies Construction 58