Avionics News May 2013 - 58

CAPABILITY,

GIS 25 years’ experience provides
quality instrument service specializing in altimeters, panel mounted and
remote gyros, including:
KCS55A SYSTEM
KCS305 SYSTEM
KI-256
KEA-346
KVG-350
PN101 SYSTEM
332D-11 SERIES
DGS-65
C-14 SERIES

510 SERIES
NSD 360 SYSTEM
1100 SERIES
1200 SERIES
205 SERIES
4300 SERIES
5000 B SERIES
4000 B SERIES
VG-14 SERIES

RELIABILITY,
Experienced and trained technicians em-

body a dedicated focus to the customer
expectations that is key to GIS reliability
and customer service. An investment in
updated technology and equipment enables efficient operations. A family atmosphere is fostered at GIS that insures the
shop runs as a team effort. It is reminiscent of what customers embraced in the
aviation industry years ago.

QUALITY.

Competitive prices, high-quality workmanship, quick turnaround time and service. GIS personnel have the ability to
meet that challenge to exceed customers’
expectations every day. That’s why customers depend upon GIS full services, from testing, overhaul, and repairs
to exchanges and outright sales.
Try us, you’ll be glad you did!

GEORGETOWN
INSTRUMENT SERVICES
FAA CRS# GTNR482X
210 Airport Road • Taylor, Texas 76574

512-352-9000

www.georgetowninstruments.com
58

avionics news

•

may

2013

BUSINESS BASICS

Continued from page 57

words and gestures to show they
care. For example, they will validate a complication is frustrating
and maybe offer a touch to the
shoulder to show support.
Finally, by paying attention and
being present, they find ways to
make deposits in their relationship accounts with customers and
co-workers by identifying favors
they can do, gifts they can give
or introductions they can make.
While each of these makes them
more likeable, these individuals
also are smart enough to know
there’s another reason for this: the
principle of reciprocity. The more
they help someone get something,
the more likely that person will
help them, too.
LIKING IMPROVEMENT
All this may seem like a tall
order. But every little bit helps
decrease the pain that comes
from being less likeable. Indeed,
lost bids, unspoken referrals and
missed promotions have real value
to you, your people and your shop.
The first step is to make a decision that this is something you
need to address. With a commitment, you will motive yourself to
learn the requisite skills, according
to Stanley. Even if you can’t calculate the exact cost of inaction,
Stanley suggested taking it on faith
that there is a payoff.
The next step is to put intent
into effort. Use a firm handshake,
names and clear speech so others
can understand you. Try humor –
even when a joke bombs, use it
as an opportunity to poke fun at
yourself. Consciously mirror and
match, and aim to lose the get-

to-know-you competition. Don’t
try to out-do the other person, but
be complimentary and impressed.
When you’re done, let them know
you have genuinely enjoyed talking with them.
If you’re an introvert, use it to
your advantage. Ask questions –
even if it means memorizing ones
for both small talk and for consultative selling. Use open-ended
ones that explore how and why.
People will love you for caring,
and you don’t have to say much of
anything.
If you are an extrovert, practice
listening for answers. And don’t
just hear them – pay attention,
which means occasionally saying
something back that shows you’re
listening and thinking. It’s easier
with practice and purpose.
Speaking of purpose, the potential complications of a bid or
installation may seem to put your
likeability to the test. Honesty
is a key ingredient, according to
Stanley. Openly discuss issues you
might expect instead of worrying
how broaching this topic could
affect getting the business.
“That decreases likeability quite
a bit,” Stanley said. Conversely,
truth-telling builds credibility,
which puts likeability points in
the bank.
Finally, follow up after the job is
delivered, Stanley said. Take time
to thank the customer, and check in
to make sure it’s gone as planned
and if there’s anything else you
can do for them. Make a second
touch later to ask the same questions, and perhaps inquire about a
referral.
You’ll get there faster when you
genuinely care about your customer, listen to their needs and serve
them in an authentic way. q


http://www.georgetowninstruments.com

Avionics News May 2013

Table of Contents for the Digital Edition of Avionics News May 2013

Point of Communication
AEA now
The View from Washington
International News and Regulatory Updates
Beltway Briefing
Power Redundancy in the Age of Digital Cockpits
Member Profile
Capital Quest
Avionics News Through the Years
Equipping for International Operations
A Conversation With...
Member Profile
What is Australia Waiting For?
AEAviators
Going Global
Business Basics
The History of Avionics
Meet the AEA Board of Directors
A Real-Time Look at Airborne Weather Radar
Aviation Aces
Legal Ease
What's New
Marketplace Classifieds
Avionics News May 2013 - Intro
Avionics News May 2013 - Cover1
Avionics News May 2013 - Cover2
Avionics News May 2013 - 1
Avionics News May 2013 - 2
Avionics News May 2013 - 3
Avionics News May 2013 - Point of Communication
Avionics News May 2013 - 5
Avionics News May 2013 - AEA now
Avionics News May 2013 - 7
Avionics News May 2013 - 8
Avionics News May 2013 - 9
Avionics News May 2013 - 10
Avionics News May 2013 - 11
Avionics News May 2013 - 12
Avionics News May 2013 - 13
Avionics News May 2013 - The View from Washington
Avionics News May 2013 - 15
Avionics News May 2013 - International News and Regulatory Updates
Avionics News May 2013 - 17
Avionics News May 2013 - 18
Avionics News May 2013 - Beltway Briefing
Avionics News May 2013 - Power Redundancy in the Age of Digital Cockpits
Avionics News May 2013 - 21
Avionics News May 2013 - 22
Avionics News May 2013 - 23
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 25
Avionics News May 2013 - 26
Avionics News May 2013 - 27
Avionics News May 2013 - Capital Quest
Avionics News May 2013 - 29
Avionics News May 2013 - 30
Avionics News May 2013 - 31
Avionics News May 2013 - Avionics News Through the Years
Avionics News May 2013 - 33
Avionics News May 2013 - Equipping for International Operations
Avionics News May 2013 - 35
Avionics News May 2013 - 36
Avionics News May 2013 - 37
Avionics News May 2013 - 38
Avionics News May 2013 - 39
Avionics News May 2013 - A Conversation With...
Avionics News May 2013 - 41
Avionics News May 2013 - Member Profile
Avionics News May 2013 - 43
Avionics News May 2013 - 44
Avionics News May 2013 - 45
Avionics News May 2013 - What is Australia Waiting For?
Avionics News May 2013 - 47
Avionics News May 2013 - 48
Avionics News May 2013 - 49
Avionics News May 2013 - AEAviators
Avionics News May 2013 - 51
Avionics News May 2013 - Going Global
Avionics News May 2013 - 53
Avionics News May 2013 - 54
Avionics News May 2013 - 55
Avionics News May 2013 - Business Basics
Avionics News May 2013 - 57
Avionics News May 2013 - 58
Avionics News May 2013 - 59
Avionics News May 2013 - The History of Avionics
Avionics News May 2013 - 61
Avionics News May 2013 - 62
Avionics News May 2013 - 63
Avionics News May 2013 - Meet the AEA Board of Directors
Avionics News May 2013 - 65
Avionics News May 2013 - 66
Avionics News May 2013 - 67
Avionics News May 2013 - A Real-Time Look at Airborne Weather Radar
Avionics News May 2013 - 69
Avionics News May 2013 - 70
Avionics News May 2013 - 71
Avionics News May 2013 - 72
Avionics News May 2013 - 73
Avionics News May 2013 - Aviation Aces
Avionics News May 2013 - 75
Avionics News May 2013 - Legal Ease
Avionics News May 2013 - 77
Avionics News May 2013 - What's New
Avionics News May 2013 - 79
Avionics News May 2013 - 80
Avionics News May 2013 - 81
Avionics News May 2013 - Marketplace Classifieds
Avionics News May 2013 - 83
Avionics News May 2013 - 84
Avionics News May 2013 - Cover3
Avionics News May 2013 - Cover4
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