The blockbuster films Top Gun and Top Gun: Maverick are more than just thrilling aviation adventures—they are masterclasses in elite performance, strategy, and teamwork. Beyond the dogfights and daring maneuvers, sales professionals can glean powerful, high-octane lessons that apply directly to closing big deals and leading a winning team.

1. COMPETENCE IS NON-NEGOTIABLE 

In the world of Top Gun, there is no substitute for skill. Maverick is revered as “the fastest man alive” because of his unparalleled flying ability, a fact even his rivals eventually respect. In sales, you must also be a true expert.

• Deep product knowledge: Know your product or service inside and out, from the technical specs to the value proposition.

• Master the mission: Understand your customer’s biggest challenge—their “mission”—and show them you have the precise solution to help them win.

• Execute flawlessly: Like a pilot executing a complex maneuver, a salesperson must execute every step of the sales process with precision, from the initial pitch to handling objections and closing the deal.

2. PRACTICE WITH A PURPOSE 

The pilots of Top Gun don’t just “go flying” they engage in deliberate practice, breaking down complex maneuvers into manageable chunks and repeating them until they are second nature.

• Analyze the footage: After each training exercise, Maverick and his squad review their performance to identify strengths and weaknesses. In sales, this means analyzing your calls and presentations to pinpoint what went well and where you can improve.

• Focus on weak points: Instead of just repeating what you’re good at, put intensive repetition on your weaknesses. For a salesperson, this might mean focused practice on objection handling or a specific part of the sales pitch.

• Mental rehearsal: Before a high-stakes call, “chair fly” it. Mentally rehearse the conversation, including your pitch, your questions, and how you will address potential objections.

3. BUILD TRUST THROUGH ACTION, NOT JUST WORDS 

A pilot’s life depends on trusting their wingman. This trust is not established in a single conversation but built over time through consistent, reliable actions.

• Be a wingman, not a hero: While Maverick is a legend, he also teaches his pilots to rely on one another. The climactic scene in Maverick shows them literally having each other’s backs. In sales, you should have your clients backs, supporting them through the entire process and acting as their advocate.

• Demonstrate your commitment: Customers value commitment and reliability. Show them you are invested in their success by going the extra mile and consistently delivering on your promises.

• Empathetic connection: Genuine camaraderie, like that between Maverick and Goose, or Maverick and Iceman, builds a powerful bond. By showing empathy and understanding their challenges, you can build trust and connection with your clients.

4. A WINNING TEAM SUPPORTS EACHOTHER 

The Top Gun program is not just about individual talent; it’s about creating a cohesive, high-performing team. A sales organization is no different.

• Cultivate camaraderie: Maverick organized a team game of dogfight football to foster connection and a sense of shared purpose. Team-building activities, even simple ones, can significantly improve team morale and performance.

• Lead by example: Maverick leads his team by demonstrating that the “impossible” is, in fact, possible. A sales leader should be in the trenches with their team, showing them the right way to execute and inspiring them to reach for more.

• Create alignment: When a team is aligned around a shared goal, they can work together more effectively and achieve better results. Communication and shared values are key to achieving this alignment.

5. ADAPT TO A CHANGING LANDSCAPE 

Over 30 years pass between the two films. The technology and mission parameters change, but Maverick’s core skills and adaptability allow him to remain an elite pilot.

• Embrace new technology: The sales landscape is constantly evolving. Adapt by mastering new technologies, from CRM software to AI-driven sales tools.

• Challenge assumptions: Don’t get stuck in the past. Mavericks challenge the status quo and push boundaries to discover more effective ways of selling. Be open to questioning established methods and innovating.

• Seek continuous improvement: Even the best can get better. Like Maverick, you should always be learning, growing, and pushing your performance to the next level.

At Holstein Aviation, our high-performance sales team is continually pushing the limits, so that we can be at the top of our game every day for the benefit of our clients.