To increase your freight sales, start viewing your profession differently. Most freight sales agents tell their prospects about their freight service first. Although it’s important to know the features of your freight service, it’s much more important to know how your service provides solutions to prospects’ pain and shipping challenges. EXPLODE your freight sales by assisting your freight prospects first, instead of selling them.
Qualify Your Freight Prospects First
Are you talking to individuals who don’t require your freight service? If so, you’re wasting your time and theirs. The same goes for approaching the correct individual at the companies that you’re calling. Talk to the shipping decision maker – the one who makes the shipping decisions, and make sure they require what you’re offering. Again, if you don’t, you’re wasting your time and theirs.
Then Uncover Your Freight Prospect’s Pain
Your main priority in contacting shipping decision makers is to identify their pain points, and demonstrate how you can alleviate them. To do this, ask your prospect the series of questions that I lay out on my Sales Call Information Sheet, in my Freight Sales Success Guide, for sale in my Freight Sales Success Store at http://tedkeyesonline.com/freight-sales-success-store/. Also, ask about your competitor’s shortcomings, and discuss how your freight service can solve their nagging shipping issues.
Finally Demonstrate Your Freight Service
Once you’ve uncovered your freight prospect’s pain, and they give you the opportunity to move their valuable freight, now show how your service far surpasses what your new customer was experiencing prior to you showing up. Show directly in ways where your service is superior, whether it’s speed, price, security, or any issue they deem important.
And Follow Up With Freight Prospects – ALWAYS
The most important step in the freight sales process is following up with prospects. When prospects say: “They have to think about it” or “They have to talk to someone else” or “They’re not ready to make a decision” ask when you can follow up with them – and then do it! Following up, when you say you will, is the easiest part of the sale, however, it’s the most neglected. When you follow up diligently, you have the advantage over most freight sales agents. Why? Because most freight sales agents don’t follow up with their prospects. Remember: Follow Up – Always!
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