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Flight School · Sales refresher

Sales training for conversations that move forward.

Flight School is Haviland's sales refresher programme. It is designed to strengthen persuasion, client engagement and the ethical pursuit of opportunity, without losing sight of the person making the buying decision.

Discuss sales training

A sales conversation is more than a pitch.

Getting the meeting is one challenge. Understanding what matters to the customer is another. Explaining value, responding to concerns and agreeing a next step each call for a different kind of attention.

For sales professionals and customer-facing teams, the aim is to strengthen the conversation across the relationship, not simply polish the closing line.

A vintage aircraft being prepared inside a hangar

From first contact to a continuing relationship.

Opening the conversation

Prospecting, appointment setting and relating. Reach the right people, create a reason to speak and begin building a working relationship.

Understanding and explaining value

Discovering, advocating and closing. Understand the need before presenting an answer, explain why it is relevant and seek a clear decision on the next step.

Looking beyond one transaction

Referrals and customer relationship management. Keep the relationship in view after the immediate opportunity, including how you follow up and earn a recommendation.

Take the customer's concerns seriously.

Trust. Need. Urgency. Time. Money. A hesitation around one of these is information worth understanding, not a cue to apply more pressure.

The useful question is what the customer still needs to understand or resolve. Ethical selling leaves room for a genuine decision, including recognising when an offer is not the right fit.

Is Flight School the right starting point?

It is a sales refresher, with an emphasis on client engagement and communication. If your concern is wider than the conversation itself, such as unclear expectations or a process that gets in the team's way, explore Haviland's management consulting as well.

Wayne Millard developed Haviland's AV-X programme family from his background in executive, entrepreneurial and training environments. Flight School is its sales-focused programme.

About Wayne and HavilandExplore management consulting

Your next step

Start with the sales challenge you recognise.

A short outline is enough to start. Choose a phone call or an email response when you get in touch.

Talk about Flight School

Useful things to include

  1. Where do customer conversations tend to stall?
  2. Who is the refresher for, and how many people are involved?
  3. What location and timing would suit you?

Enquiring starts a conversation. The scope, format and cost can be discussed before you decide to go ahead.