http://www.buysellaircrafts.com/

1. Top Ten Critical Mistakes Airplane Owners
Make When Selling An Aircraft
By XJet Executive Aircraft Brokers

2. Don’t lie to potential buyers
Just like everything else in life, don’t lie to
people. If you don’t have the answer to their
potential buyer’s question, tell them you
don’t know and that you will get them an
answer. The only possible exception to this
rule is the story you tell on why you are
selling the airplane. Still, it’s not
recommended.

3. Know your airplane
Knowing every detail about your airplane won’t
make the sale on its own, but a potential buyer
needs to feel comfortable about spending a large
amount of money. If they feel that they are
working with someone that doesn’t know what
they are talking about, they are likely to walk
away from a deal. Put yourself in the shoes of the
buyer.

4. A buyer can smell desperation
When you are desperate to sell your airplane,
the buyer will sense that like an angry dog can
smell fear. Even if you desperately need to sell
the plane, the buyer needs to believe that you
aren’t. Desperation will turn them off so quick
you will wonder what you did or said. This goes
back to the exception to tip number one—have
a good story for why you are selling.

5. People like to talk
about themselves
Yes, even the shy and introverted people like
to talk about themselves. If you can get
them to trust you and find some common
ground between you, you can get even the
shyest people to talk your ear off and
provide you with everything you need to sell
them your airplane.

6. Every buyer wants to FEEL
like they are getting a deal
This is a very important sales tip, whether
they are getting a good deal or not, they
need to FEEL like they made a good choice.
They want to feel like they got a good deal.
Almost all buying decisions are made with
emotion, so the way they feel about you,
the airplane, the price or the deal, it is
critical to closing the sale.

7. Forget about other problems
Just like when you are flying,
selling requires you to have your
head in the game at all times. You
need to have the answers, ask the
questions and be a step ahead of
your buyer at all times.

8. Be quiet and listen
You have two ears and one mouth so
listen twice as much as you talk and
learn when to be quiet and listen.
Uncomfortable silences are useful tools.
They either get the buyer to make a
decision or lead you to their real
objections.

9. Look them in the eyes
If you have a tendency to look away when
people look you in the eye, it is best that
you get over it. Most people do, but when
you look a buyer in the eye as you speak, it
gives you trust and creditability. You can also
pick up on their level of commitment and
sincerity when you look them in the eye.

10. Follow Up
Follow up on everything, whether it is a
quick email question, a short voicemail
or a full aircraft demo. Sometimes you
just have to ask for the sale.

11. Enthusiasm
Enthusiasm sells more than almost anything.
Make potential buyers feel like you are happy to
talk to them. Don’t be phony or they will sense it,
but you should be genuinely excited to talk about
your airplane, aren’t you?