Freight Broker Training: If you a problem, I have an answer   by Jason McCollum

in Business / Training    (submitted 2010-12-10)

Often the key towards gaining new customers is without a doubt first finding out their unique process and if they have any type of challenges that they would probablylike resolved. This usually takes a little bit of of probing and rapport. Most people don’t initially really want to talk about their problems. They could very well mention we like who we’re presently using perhaps even if they really don’t. They’re fearful of change and new processes of managing things. It's possible they don’t have a problem but if you in many cases can save them day-to-day money then even better, remember, though, don’t lead with saving cash. These guys hear this all the time and there is zero value in being a price only sales person and guess what… the moment your competition calls and provides a cheaper rate what on earth do you do then? You need to find out their issues, and probe as much as they will let you.

You need to know what your customer does…

Know their issues…

Know their goals and objectives….

It could be that they have a challenging lane that they have difficulties with. Perhaps their current broker has been charging too much for himself, it's possible they’ve encountered a number of damaged shipments or whatever the issue may be….It has been my experience that there are a wide range of issues out there for your shipping managers and customers to be facing so lets get to the origin of the situation and get the potential customer to let his defense down and be frank with you. Present the potential client with many benefits of what working with you will really mean to his difficulties…. Several lead in to benefits are: You get….you attain….you develop… you greatly improve, you enjoy, you + action verb = benefit. It doesn’t stop with benefits you really need to dig deep add value and present the right benefits and you may just discover the prospects hot button to give you a try. Don’t make yourself appear like your only interested in helping yourself. You need to be understanding with the potential clients difficulties and go above and beyond what he could possibly imagine.

In short expect far more from yourself as a salesperson than anyone else ever could and you will be on your way to a fat paycheck and you will also assist your customers and help your clients for a very long time to come.

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