Sales Processes

Question 1

What are the first three stages of the Sales Process (Validating Process)

Answer 1

Step 1: Checking the dashboard and filter to check if the prospect has already been serviced, reallocate the request if so
Step 2: Online search on the prospect gathering information
Step 3: Check the feasibility of the flight

Question 2

What are the stages of checking a feasibility of the flight

Answer 2

Step 1: Check the runway surface and length (As a rule of thumb, anything under 1100m/3600ft is impossible to operate).
Step 2: Check the specificity Airport is suitable for the flight
Step 4: Check parking suitability
Step 5: Airports can be slot restricted which means it can be very difficult to get the timings desired
Step 6: check for Cabotage, permits or additional insurance for special countries especially civil war zones.
Step 7: Launch an Avinode Research with the requested itenerary to get the price estimate

Question 3

What are the ways an airport can be unsuitable for a flight?

Answer 3

It needs: 
Customs
Enough Fire Category
Long enough runway/suitable surface
The specificity regarding altitude/steep approach may not match the crew's capabilities

Question 4

What is the protocol for contacting a client if they do not pick up?

Answer 4

Step 2: If they do not pick up, leave a voicemail and call back every 12 hours if the flight is soon or every 24 hours if the flight is in a long time
Step 3: Add them on whatsapp and send them a message mentioning that you were unable to reach them

Question 5

What is the protocol for beginning a call with a client if they do pick up?

Answer 5

Start with “Hello this is ____ with Simply Jet, I’m calling you regarding your flight request from ___ to ___.” WAIT FOR CUSTOMER RESPONSE “I wanted to confirm with you the flight details… GIVE FLIGHT DETAILS” Ask if they have flown privately before, on which aircraft and what their budget is.

Question 6

What to do if the customer refuses to give you a budget?

Answer 6

Provide the price range you got on Avinode, mentioning that it would be the most competitive option for their passenger count. Give the first price on Avinode for the bottom of the interval and the 7th/8th price for the top of the interval and then add a few percent to cover the margin. If unsure give higher over lower and then you can send offers that are lower

Question 7

After you have given a price range what do you say to the customer

Answer 7

“Does this correspond to what you imagined for this trip?” If they are unhappy then give them advice for commercial flights, if they are slightly off the price range mention empty legs and how that could be a solution

Question 8

Once you have confirmed details and budget what should you do?

Answer 8

Leave a silence and then wait for them to ask questions, if they have none ask for any special requests

Question 9

Examples of special requests?

Answer 9

Children/overweight or disabled passengers
Light animals (usually fine check if above 8kg)
Special catering
Wish to smoke on board
Coffin on board