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Disruptors
How to Sell to Billionaires with Steve Varsano | Disrupting the Luxury Aviation Market at 55
Aug 12, 2024
Steve Varsano, a trailblazer in the luxury aviation industry who embarked on his career at 55, shares his remarkable insights into selling multi-million dollar jets. He discusses high-stakes negotiations with billionaires, emphasizing the need to take ego out of the equation. Varsano reveals the resilience required in entrepreneurship, recounting his journey from private equity to aviation. He highlights the importance of networking and personal connection, while offering pearls of wisdom on navigating challenges and inspiring future disruptors.
58:02
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Quick takeaways
- Steve Varsano emphasizes the importance of resilience in negotiations, highlighting that persistence can revive seemingly dead deals.
- Building a strong professional network is crucial in luxury jet sales, as trust and credibility significantly impact transaction success.
Deep dives
The High Stakes of Jet Sales
Selling private jets can yield significant profits, with some jets fetching prices upwards of $97 million. The margins on aircraft sales can vary dramatically, as profit potential is not solely determined by the aircraft's value but also by the circumstances around the sale. Occasionally, sellers or buyers may approach the transaction with an urgency, leading to unique opportunities for the salesperson to secure a favorable deal. The real focus in this business is not just on the number of jets sold but rather on building and leveraging relationships and negotiating effectively to maximize profits.
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Discover
highlights
Listen to the best highlights from the podcasts you love and dive into the full episode