There are so many opportunities to achieve success as a freight sales agent. In this highly competitive industry, however, there are many variables that must be mastered to ensure success. Below are the top reasons why unsuccessful freight sales agents don’t move the vast amounts of freight available in this unlimited marketplace.
Freight Sales Agents Don’t Ask Shipping Decision Makers What Loads They’re Moving.
This is the biggest single reason why freight sales agents don’t move freight. When agents don’t ask shipping decision makers what loads they’re moving, they simply won’t succeed. If you don’t ask, you won’t move any loads – it’s that simple! Be willing to receive a “no answer” from shipping decision makers. You must swing the bat in order to get on base. When you continue to withstand objections and keep asking for loads that are moving only assists you by leaps and bounds in this industry.
Freight Sales Agents Don’t Deal With Their Emotions During Freight Negotiations.
Unsuccessful freight sales agents are unwilling to deal with the emotional discomfort experienced during freight negotiations with their prospects and customers. During the negotiation process, some unsuccessful freight sales agents experience emotional challenges. You must be trained to make nothing of these emotions. Acknowledge your emotions, but do not respond to them.
Freight Sales Agents Lack Belief In Themselves And Their Freight Service.
Continual action is key in the success of your freight service. Some freight sales agents lose the passion required to work daily with their shipping decision makers. They’ll begin lacking the belief in themselves and their freight service. When you fail to continually sell yourself and your freight service, you’ll eventually lose your customers and your business.
Freight Sales Agents Under Estimate the Effort Required For Success.
Success is 10% inspiration, 90% perspiration. Most freight sales agents fail to assess the level of work and dedication required to succeed in their business. The standard amount of initial time alone required to get your new business off the ground and running is 3 to 6 months.
Freight Sales Agents Have No Financial Plan Or Goals.
Most freight sales agents operate without any financial plans or goals. They lack the motivation and underestimate the importance of every load that gets them closer to every financial goal. You must have a proper financial plan in place just to know where you’re headed with your freight business.
Freight Sales Agents Handle Complaints As If They Are Objections.
Most freight sales agents waste time handling complaints as if they are objections. When you treat a complaint into an objection, it becomes more significant and wastes more of your valuable time. Treat all objections as complaints only when they’re validated as a complaint.
Overcoming these reasons for failure common with freight sales agents will greatly increase your success in this business. Once you learn the basics, and avoid these 6 common pitfalls, you’ll truly prosper in this industry.
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