Category: Freight Broker Training

How You Handle Critics And Naysayers!

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When you get ahead in freight sales, you’ll always face critics and naysayers.  They’re impossible to avoid.  And this is especially true when you’re bettering yourself financially as well.  It’s vital to know how to handle your critics and naysayers so you don’t allow them to hold you back from reaching your ultimate sales and financial goals in this profession.

Critics and naysayers come at you from many places.  Criticism comes from other freight sales agents, especially if you work in an office setting.  It comes from the media.  It especially comes from family and friends who are nowhere close to achieving the same goals as you.  And the biggest criticism of all, ironically, comes from none other than Yourself!

Prepare For Comments Such As:

“You’re Wasting Your Time”

Mediocre and average performers say this because they’re attempting to bring you down to their level.  Some people have a hard time seeing other people succeed and they react with comments like these. This is all tied to the critic’s own insecurities.

“This Won’t Work In Freight Sales”

Again, this is about the critic attempting to bring you down.  They don’t want to see you rise above them.  They don’t want to attempt new things and hate seeing other people attempt new things and succeeding in the end.

“Following Up So Much Turns Off Prospects And Customers”

This is about the critic’s laziness and failure to put in the effort necessary for freight sales success.  In the real world, continued and effective follow-up is the very foundation of success in freight sales

“No One Will Work With You”

This is not about you.  It’s all about the critic’s own feelings of lack. The mediocre or average performers will say this to discourage you from continuing to rise to a level of excellence and top performance.

When You Take Massive Action:

You Create New Challenges For Yourself

By continuing to follow up with prospects and push forward towards big sales goals, new challenges will always come your way.  And this is a great and positive sign that you’re moving forward.  As you learn new skills, new challenges always follow and this is a great sign.  New challenges are a good thing because they ultimately lead to success.   By creating new challenges for yourself, you’re always proving the naysayers wrong.

You Receive Criticism And Warnings From Mediocre Performers

Consider criticism as a badge of honor, just like challenges.  Critics always come out when you rise above the average.  One of the best ways to handle critics and naysayers is remember that their very presence means you’re on the right track.  When they come out of the woodwork, it means you’re doing the massive action required, and you’re on your way to becoming THE top freight sales agent.  Don’t ever let critics get you down because they outnumber the successful performers 10 to 1.  Now, which group do you want to be a part of? 

You Receive Criticism And Warnings From Yourself

One of the biggest critics is also the hardest to ignore: YOU.  Ignore your own criticisms as well as those of the outside naysayers.  Just stay strong and keep moving forward.  Don’t listen to the irritating voices that you hear in your mind.  And don’t think that you’re the only one that hears them, because we all do!  That’s why there’s so much fear in this world today – because most believe what they hear.  On the positive side, always remember that criticism is a glaring sign that you’re on the right track to your freight sales goals.

How You Court Freight Prospects & Customers!

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The best analogy for approaching freight prospects and building a relationship with them is the same as starting a courtship. The way you approach someone you’re interested in romantically, and the way you treat this person as you get to know them is a mirror for the way we approach freight prospects as well.  Approach these relationships in a similar way, just exclude the romance!

Cover All The Basics                                               

Set your freight service as the highest standard possible and hold yourself to that high standard daily.  Always strive to provide the absolute maximum value to your customers.  Your daily goal is to make it easy for them.  Reach out to find out what they require and then provide it.  Always respond to prospects and customers immediately when they request anything.  If you don’t, then you’re just a run of the mill, average freight sales agent like everybody else!

Make Sure Your Customer Experience Is Exceptional By Creating Systems Around It

The best way to provide service of the highest quality is to create and utilize existing systems.  This is a great way to be organized and efficient while providing tremendous service.  When your logistics are running smoothly, your customers will see an orderly operation where things work as expected.  Good systems let you provide great service and an optimal customer experience.

Sweat The Small Stuff With Your Best Customers

Although courting your new prospects is important, it’s vital to give maximum attention to those customers you already have.  Pay attention to the little details.  Find opportunities to connect more with these customers and then provide exceptional service.  Use surveys to find out how your customers feel and what you can do to improve.  Take the time to send these customers holiday cards or even a note celebrating important milestones like the anniversary of your first load.  These little details pay off in big ways.

Provide Unexpected Benefits With A Level Customers

Keep your best customers on the inside track by keeping them informed of new or different benefits you have coming up.  If you’re offering a new freight service, give your A level customers a call directly and tell them about it.

Remember That It’s Far Less Expensive To Service Your Existing Customers Than To Find New Ones

Keeping your existing customers happy saves both time and money because it takes  much MORE time and money to find new ones.  Do everything possible to continue courting your existing customers.  When existing customers are happy with your exceptional service, they’ll often sell your services for you.  Referrals from existing customers can be one of the best ways to find new customers, with little to no effort or cost on your part.  When you provide exceptional service by covering the basics, using systems, sweating the small stuff, and providing unexpected benefits, your best customers will sell your freight services directly to new customers for you!

How You Keep Freight Sales Simple!

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How You Keep Freight Sales Simple!

FREIGHT SALES IS SIMPLE! There are many pieces that must fit together, and this can be complex.  So, it’s vital that you keep things as simple as possible. This is very important in the way you communicate with freight prospects. Keeping your communication simple ensures it’s easy for anyone to understand you.  It makes prospects feel they’re talking to an equal, rather than someone who thinks they’re better than everyone else.

When You Attempt To Appear ‘Smart’, You Actually Look Foolish!

Your purpose as a freight sales agent isn’t to sound smart. That’s not your goal. When you attempt to sound smart, you’re attempting to be someone you’re not. That doesn’t mean you’re not a smart person; it means you’re trying too hard. When you do this, the inevitable result is that you’ll make a fool of yourself. Instead, just be yourself. Be authentic! Let your competence, determination and friendliness shine instead. Stop trying to sound smart and instead be smart…by keeping it simple.

Unless You Know It’s Meaning, Don’t Say The Word!

Be yourself! Don’t attempt to be more in-the-know than you are. There are always new buzzwords floating around, but that doesn’t mean you use them. If you aren’t 100% sure of a word’s meaning, never use it! If you hear jargon that you’re not familiar with, look it up and make sure you understand its meaning before you use it in a conversation. When you say a word without being certain of its meaning, you risk looking foolish, or like you’re trying too hard. Besides, you can usually get your point across in a more clear and direct way without using popular jargon or buzzwords. Remember also that you have no idea if your prospect even knows the jargon either. Saying words that your prospects don’t understand won’t lead to successful outcomes.

Use SMALL Words To Make BIG Points!

To make big points, you don’t require big words. In fact, big words make it less likely your point gets across. Instead, use small words to make your big points. This doesn’t mean you use a bunch of low-value words like umm and well and yeah. Use high-level, high-energy small words. Clear and simple language ensures that your point is clear. Speak authentically. If you use big words, that’s one thing. But if you’re attempting to be someone you’re not, that’s a recipe for failure. Just be authentic and speak as you normally speak. Whenever possible, use small and simple words to maximize clarity. Invest in simplicity for a guaranteed pay-off!

How You Commit To Freight Sales!

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How You Commit To Freight Sales!

Freight sales is not a get-rich-quick profession.  Although it’s possible to make great money as a freight sales agent, but you must put in the work to get there.  It’s a marathon, not a sprint.  Running a marathon requires consistent training over time and completing a marathon comes with a great feeling of reward and a sense of accomplishment.  The same is true with freight sales. When you make the decision to commit to freight sales, and then put in consistent work over time, the rewards are great!

Make The Decision To Commit

You must start by making the decision to commit yourself to the profession.  If you’re looking for something quick and easy, then stop now.  You must give it your all.  Once you make that decision to do what it takes and not give up, you’re halfway there.

Consistently Follow-Up 

Unless an ad truly gets attention, it rarely makes an impression the first time we see it.  It can take five, ten, twenty or more impressions before we recognize it, remember it, consider making a purchase, and then following through.  Most freight sales agents will give up after 1-3 contacts with a freight prospect. When you commit to freight sales, you’re committing to not stopping after three calls. You must stick with it for the long haul.

Most of your sales will happen between your 5th and your 12th contact with a freight prospect.  You may move a load after your first few calls, but the majority of agents require more calls.  For some, it’ll take more than 12 contacts.  The key is to make an impression on your prospects and provide value.

During your first few points of contact with prospects, you’re building name recognition and familiarity.  After a few more calls, the shipping decision maker will start remembering who you are.  After a few more calls, you’ll firmly make an impression.  The shipping decision maker will start recognizing that you’re providing value just by your persistence.  By providing significant value before you have a working relationship, you’re showing your prospects that you have something to offer.  You’re showing them that you’re committed and serious.

Do You Have What It Takes?

If you’re committed and willing to follow through by putting in consistent effort over time, then you can and will succeed in this profession.  It won’t be instantaneous, but it will happen.  Even after you start having success, the consistent work still must be put in.  You must keep turning new prospects into customers while keeping your existing customers happy.  Following through with prospects is key.  Never stop after a few calls!  Resolve to do what it takes and never quit.

Actions Of THE TOP Freight Sales Agents – Part 1

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Actions Of THE TOP Freight Sales Agents - Part 1

Ever wonder what separates a top performing freight sales agent from the average group.  In most cases, it’s because they apply many successful actions in their daily routine.  So, here’s MY first list of the best actions of Top Performing Freight Sales Agents.

Set HIGH TARGETS & GOALS

Without setting targets and goals, you’re going nowhere. Just the act of setting high targets and goals leads you to achieving them. Just shooting for high goals puts you ahead of the average freight sales agent, and high targets bring high rewards.

 

PLAN The Quarter, Month Week, And Daily Schedule

To have any probability of hitting the high targets you’ve set, you must plan your schedule. A clear schedule, for example, lays out the number of phone calls and follow-ups you must do each day, week, month, and quarter to hit those goals.

Set OBJECTIVES For Each And Every Sales Call

To increase your likelihood of each individual sales call or meeting being successful, you must go into it knowing exactly what you desire to accomplish. Start by thoroughly researching your prospect. Having information such as where they’re located, and what freight they move will assist you.

ASK High-Value Questions That Probe To The Heart

By probing to the heart of your sales call, you’re much more likely to achieve your objective. The right questions to ask aren’t easy questions. Ask the tough questions that makes your prospect think. This also makes you look good by showing your freight prospect that you put time and effort into the conversation.

LISTEN Carefully To What Prospects Say And Answer, Instead Of Waiting For Your Turn To Speak

To stand out from the average freight sales agent, you must be a good listener. Carefully listen to what your prospect is saying and respond accordingly. This may change the course of how you planned the conversation, but this creates the perfect opportunity for you to show them your value.

CLARIFY Issues When They’re Unclear Of What The Freight Prospect Says Or Means

When you listen carefully, but feel uncertain about what your prospect means, step in and ask for clarification. Don’t assume. Instead, make the effort to really understand. Your clear understanding of the prospect’s unique situation and requirements will assist you to best serve them.

WAIT TO PRESENT Your Freight Service, Solutions Or Ideas Until You Know Exactly The Prospect’s Situation

Don’t rush. Only present once you have that clear understanding. Patience will help you offer the most value and this increases your likelihood of success.

Begin Every Call With A RECAP Of All Calls And Your Understanding Of The Prospect’s Situation

In every follow-up call, summarize your previous conversations. This is vital to moving their freight. Show your prospect that you’re listening and understand their situation. This can (and should) even include details about the prospect’s personal life. If you know they just took a vacation, ask how it was. This shows that you see them as more than just a number.

Freight Sales Agent/Broker Negotiating 101!

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Freight Sales Agent/Broker Negotiating 101!

It’s can’t be overstated the importance of successful negotiating. Negotiation is totally important in most business situations, but it’s vital in freight sales. Here are 8 tips for improving your freight sales agent and broker negotiating skills.

Negotiating Is Not A Battle

Negotiation isn’t a battle with a winner and a loser.  Winning is great, however, carriers and customers aren’t your opponents.  You want a win-win situation – a mutually beneficial agreement that’s good for you, your customers, and your carriers.

Objection Or Request For Information

This is basic communication.  Listen closely for the difference between an objection and an information request.  They require different responses and you lose credibility if you don’t know the difference or respond inappropriately.  Objections must be handled by resolving the issue, while information requests must be fast and easy with your reply.

What Are Customers & Carriers Unknowns

Uncertainty is your biggest enemy in freight sales.  The more you know and apply, the higher your probabilities for success.  Always anticipate everything for your customers and your carriers.  Consider what they like and what they’ll push back against.  Consider what potential areas of concern they have and what they find confusing.

No Hidden Surprises

Surprises can ruin things for you, customers, and carriers.  Anticipate and prevent any hidden surprises.  There are details your customers and carriers must know about every load.  Make sure they aren’t met with the unexpected.

Know Customers End Goals

What does your customer require?  What do they really care about?  Knowing this tells you what things to prioritize in your negotiations.  It also assists you to anticipate how they react to what you propose.  Always remember: Not every freight customer has the same end goals, so always personalize your approach to them.

No Underhanded Closing Tricks

Your goals must always be to build long-term relationships with your customers and carriers.  Underhanded or hard-closing tricks are a fast way to ensure that this won’t happen. Be nice and honest and ethical, or risk losing your customers and carriers.

Read Between The Lines

What isn’t being said is usually more important than what is being said.  Pay attention to behavior and changes in behavior.  If a current customer or carrier is blowing you off, or ignoring your calls and emails, that means something.

Know When To Walk Away

There are times when you have to walk away. For example, some customers will continually push for a lower freight price. You must use basic business skills to halt them with a lowest-level price you can offer. Instead of fighting with this kind of freight customer, walk away and spend your energy pursuing other customers who will pay you what you’re worth.

Avoid THESE Costly Freight Shipping Blunders!

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Avoid THESE Costly Freight Shipping Blunders!

If You Want To Move MORE Freight And Make MORE Money, Then Get Your FREE COPY below and right and make it happen with >>> “11 WAYS FREIGHT BROKERS MOVE 20+ MORE LOADS PER WEEK!”

The fastest way to lose money and freight customers is making shipping blunders.  Fortunately, these blunders are easy to avoid.  Avoid these common and costly shipping blunders to keep your freight customers happy.

Not Double Checking Information On Shipping Documents

Double checking documents can often feel like a waste of time.  Every so often, though, errors are caught and disaster is prevented by taking time to double check the shipping documents. It only takes a minute to look over packing lists, invoices, and original bills of lading, and saves you hours solving the challenges created later.

Overlooking Time Sensitive Shipments

Timing is always important with shipping.  Sometimes it’s extremely important.  Arriving too early can be just as big of a challenge as arriving too late. To prevent screwing up the shipment timing, consider the timeline for loading, in-transit time, and receiving time cut-offs.  Lock everything down several days before shipment to ensure timing success.

Choosing Incorrect Shipping Methods

How you choose to ship has big impacts on arrival time. When choosing between flatbed, reefer or dry van trailers to be delivered via road or railroad, consider shipping time and cost. The lowest quote isn’t always the best option.  Choose shipping methods that work best for your customer and makes it worthwhile for you as well.

Not Getting Correct Cargo Insurance

As with other aspects of life, incidents go awry with shipping. When cargo is stolen or damaged in transit, it results in major losses.  By having the correct cargo insurances in place for each load, you save yourself a lot of money when disaster strikes.  It’s also important that your cargo is correctly packed to minimize damage.

Choosing Carriers With Cheapest Rates

It’s tempting to go with the cheapest rate, but it’s not always the best choice. The cheapest rate might be a sign of inexperience, which results in unsatisfactory service, and the inability to handle complications.  There can also be hidden fees hiding behind your cheap rate, resulting in a higher price in the end.  The cheapest rate may be the right option initially, but only go with it after carefully considering the whole picture.

Stop Building Your Prospect List

Failing to continually build your freight prospect list is a far worse blunder than any shipping error.  When you coast by only servicing your current freight customers, you’ll eventually end up in misery.  Rather than finding yourself with few loads moving, stagnating sales, and unpaid bills, take time each day to connect with new freight prospects, build your list, and constantly grow your freight sales business.

To learn more on how to stop making shipping blunders, call me at 626-309-9141, or enter your contact details on the right >>>>>> to join OUR top producing freight sales team!

Traits That Make You More Likeable

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Traits That Make You More Likeable

If You Want To Move MORE Freight And Make MORE Money, Then Get Your FREE COPY below and right and make it happen with >>> “11 WAYS FREIGHT BROKERS MOVE 20+ MORE LOADS PER WEEK!”

Being more popular leads to more various social and business benefits. However, some folks focus way too much on business, or, exhibit other traits that make them less likable.  Fortunately, there are many ways to assist others in liking you.  Whether you’re my beginner freight sales agent, or, a seasoned freight sales agent, these six pointers increase your freight sales and likability quotient.

 

Remember People’s Names & Repeat Them Often

Your first freight sales agent training pointer is to remember your prospects’ names.  Remembering their names indicates that you value them as individuals.  Research shows that when people don’t remember others names, it’s because they simply don’t care.  It’s also important to repeat your prospects’ names in conversation.  Everyone enjoys hearing their name being said.  When you don’t repeat your prospects’ names, they have NO way of knowing that you remember them.

Mind Your Mobile Manners

Most individuals don’t appreciate when you stare at your phone during a meal.  So, be mindful of your phone habits.  When you absolutely must take a call, politely excuse yourself from the room. A great freight sales agent pays more attention to their prospect or customer, in front of them, than their own phone.

Be Consistently Consistent

It’s required of you to always be consistent.  Individuals who express wild mood swings or who act differently on different days are challenging to like and trust.  At times, consistency involves managing and updating your own logistics loads.  Always be on time for each and every pick-up and delivery appointment. When your customers count on you, they view you in a positive light and keep their loads coming.

Ask Great Probing Questions

Some feel that asking questions of others makes them look weak.  However, that statement could not be more further from the truth.  Asking questions indicates a willingness to learn what your prospects require, and an interest in them as individuals.  Likewise, if you’re already in my freight sales agent training program, don’t ever be afraid to ask me questions. How else will you learn if you don’t ask the required questions?  Receiving your answers also assists you in performing your freight sales profession even better.  It also shows your freight sales expert trainer that you’re eager to learn.

Smile More, More, More

Smiling more makes others smile, reduces stress and releases pain.  In other words; if you smile more, you’ll feel better which makes others feel better as well.  A seasoned freight sales expert knows that when you make their prospects feel good, they’ll enjoy having you around.  A well-timed smile relays to your prospects that you also value their input.

Express Sympathy & Empathy

Frequently, freight sales agents get so caught up in logistics that they forget their prospects are humans with emotions.  Make sure your prospects know that you value and respect their emotions.  If they’re frustrated, empathize and assist them in finding solutions.  Sometimes, mirroring clients’ emotions can actually assist in calming them.

When you follow these six pointers, you’ll be more likable. This has many benefits, such as increased sales and improved business and personal relationships.

Join OUR top producing freight team and learn from my 30+ years of business success! Call me directly at 626-309-9141.  Or enter your contact details on the right of this page to receive your information to become a top notch freight sales agent with FREE TRAINING!

And visit my Freight Sales Success Store for a host of top notch products based on my 30+ years of successful freight moving and entrepreneurial experience.

I look forward to connecting with You and enjoy this Post!

-Ted Keyes

Phrases That Kill Freight Sales Relationships

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Phrases That Kill Freight Sales Relationships

If You Want To Move MORE Freight And Make MORE Money, Then Get Your FREE COPY below and right and make it happen with >>> “11 WAYS FREIGHT BROKERS MOVE 20+ MORE LOADS PER WEEK!”

Successful freight sales agents pay attention to details. They’re direct, forceful and articulate. They know that freight prospects see through a sales pitch that contains fancy words to make themselves seem important or knowledgeable.

The cliché terms discussed here actually undermine a freight sales agent’s credibility. Every word said to a freight prospect bolsters or weakens credibility.  Top freight sales agents choose their words carefully and avoid the following phrases:

1) “Trust Me.”

Using this phrase is a passive-aggressive way to ask for trust. When trust exists between you and your prospects, there’s no need to use the phrase.  Using this phrase is condescending, believe it or not.

Your prospects will get the impression that you glossed over something you didn’t want to explain or something you’re unsure of.  This deflective tactic only arouses suspicion in your prospects.  They want to feel you’re on their side and the suspicion of a double-crosser is hard to live down.

Language is no replacement for trustworthiness. Waldo Emerson said, “Who you are, speaks so loudly, I can hear what you are saying.” People that trust you believe in you, form a bond with you, and buy what you’re selling.

2) “To Be Honest…”

The use of this phrase has even more challenges than asking a prospect to trust you. This phrase makes your prospect feel you were not honest when your conversation began. Honesty is just as important to explicitly address as trust. Your prospects require honesty from the beginning. Calling attention to being honest at any point of your conversation throws the entire exchange into a suspicious light.

When you feel the need to assert your honestly, it subtly reduces your personal credibility. It’s a phrase that introduces misgivings. What you actually want to say is ‘to be blunt’ when attempting to emphasize a fact.

3) “I Think/Hope We Can Do That.”

This phrase leaves your freight prospect wondering whether you will or won’t pick up or deliver their freight. It’s acceptable to be uncertain about how to answer a specific question.  First, acknowledge that your prospect asked an interesting question to begin with. Then, let your prospect know you’ll get them their answer then plan on sending them your follow-up resources.

Responding with a quick answer that’s incorrect only undermines your freight sales skills. An incorrect answer damages your authority more than asking your prospect to wait a short time for the correct answer. When attempting to make a good impression, ‘hope’ is a term for things that are not likely to happen.

4) “Are You the Decision Maker?”

This question is offensive. Anyone asking it is lacking in sales skills. A prospect who’s not in the position to make that decision may feel uncomfortable. The question implies that this individual is not worth listening to. It’s short-sighted.

Identifying with who makes the freight moving decisions is one of the hardest sales skills to learn. Often, there are gatekeepers between you and the ultimate decision maker. The more pleasant you are to the gatekeeper, the higher your probability of actually getting through the gate. individuals to whom you speak may be in charge of logistics that involve many other people.

The ideal question to ask is: “Is anyone else also a part of this decision-making process.” The ‘also’ acknowledges that the person you address has some importance and influence.

5) Saying Or Using Freight Industry Jargon or Acronyms

As a successful freight sales agent, you know all about your industry. The inside language and logistics are familiar to you as well. Phrases and acronyms are often foreign to prospects, however.  Always explain freight concepts in a simple way. Freight industry jargon often confuses many potential prospects and customers listening to you.

Deals are at risk when you choose words sloppily. Aim to be forthright, honest, and open.  Avoid phrases and words that endanger the relationship between you and your prospects.