As an aircraft owner / operator, you know as well as anyone, that an aircraft workscope can expand at a moments notice for any number of reasons. It can quickly go beyond the capabilities of the service facility performing the work.

I am at the Aviation Distributors and Manufacturers Association (ADMA) annual conference this week. This morning’s opening business session featured a presentation by Rick Farrell with Tangent Knowledge Systems titled “Sales Has Nothing To Do With Selling.”

Farrell says that effective sales people aren’t the ones who spend their time trying to sell their products or services. Instead, they focus on learning about the problems the potential customer has and then communicating how their products or services can solve that problem.

 Contributed by Diane Heiserman, Blog Administrator