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To be a successful freight sales negotiator, there’s a number of traits that you must possess.Quoting correct prices, justifying them through the service you’re providing, and meeting the expectations of your customer are all important. The most important ingredient that you must possess in quoting rates, however, is confidence.
If you’re not confident about what you’re offering, how can you expect your customers to be? This applies across the board – from quality of your service to the price you’re charging for it.
When it comes to negotiating rates, believe in the freight service you’re offering. That’s the first step. If you don’t believe in it, how will you persuade prospects and customers that:
- Want to pay for it, and
- Want to pay for it at the price you’re offering?
Don’t Lower Your Rates
As a rule of thumb, don’t reduce your freight rates. You’ve calculated your rates based on the freight service you’re providing. Be prepared to walk away if your prospect or new customer doesn’t accept them. When you stick to your quoted rates, you’re doing three things:
- Not losing out on money or taking a loss,
- Displaying confidence in the freight service you’re offering is justifiable,
- Doubting your freight service and rates will lose your respect, and you don’t want people to think you’re cheap.
“Your belief in yourself and your service will be your best weapon.”
Build A Wider Funnel
The best way to obtain confidence to walk away from a poor negotiation is to always have other rate requests in your rate funnel. Knowing that you don’t require certain requests allows you to be more selective about whom you do business with and go with prospects and customers who are happy with your service and pay your rates.
Charging Correct Rates
To be truly confident about negotiating the correct rates, you must be confident that you’re charging the correct amount. This equates to making a profit and offering the best freight service possible. Remember, it´s not strictly about covering your costs. You’re running a business and businesses must make money. Most people understand that.
Once you’ve finished successful negotiating, the confidence oozing out of you will also have made your customer feel great and confident that they’ve gotten themselves an excellent rate. Continually deliver on what you’ve promised and you have a customer for life.
Negotiating is a learned skill. As long as you justify your prices and provide the excellent freight service you’ve promised, you can build your business so that it works for everyone!