Steve Varsano walks through selling a corporate jet to an overseas buyer. When a client asks about a Learjet 60XR midsize jet, Varsano probes their budget and passenger needs to upsell them into a larger aircraft that better matches what they actually want.
Yes, sir.
I have a customer from overseas who would like to purchase an airplane.
Do you know what kind of airplane he's looking for?
From what I understand, they're looking at a Learjet 60XR. Does that mean anything to you?
Yeah, no, it does, but that's not usually our field. That's what they call a midsize jet, and most of our business starts from what they call super mids and up to the large and ultra long-range cabin. We could do that for you, but it's not our everyday airplane that we're dealing with. Usually one step above that.
Well, then here's a question for you. You know these airplanes better than I do. With the one that I have just mentioned, do you have something that you can offer that is a step up? I mean, you know, nothing is written in stone that it has to be the one that they asked for.
What's his budget?
Good question. I'm not even sure there is one.
I guarantee you there is one. If he's thinking of $6 million, my guess is he's thinking of $3 million, $4 million, $5 million. That is definitely having a budget. But if you tell me how many people he wants to carry, where
