How To Handle Objections Like A Professional

blog_image_how_to_handle_objections_like_a_professional_250If you have any desire to compete with other freight sales agents, then you must become skilled at handling objections.   Most freight sales agents are TERRIBLE at this.  Understanding and then mastering this one skill allows you to jump over your competition and increase your income and sales considerably.

The Challenge With Objections

How many times have you heard this from your prospects and customers:

  • “Your rates are too high.”
  • “I got a much better / lower rate from another agent”
  • “I don’t see why I have to pay all that money to move this load!”

More importantly, how many freight sales agents give into the urge to lower their rates to get their loads?

The Answer Is:

All of us & Few of us.

Lowering your rates is typically not a good idea.  The challenge with lowering your rate for a particular freight load is that you’ve forever established your value as that lower amount agent.  A great saying goes like this: “If we put a low value on our own work, certainly no one else is going to suggest our value is any higher.”  Why do so many of us fall victim to these worst tendencies?  Why do we give in to prospect’s demands when we know we’re worth more? To answer this, we first have to look at objections in general and how they fit into the selling process for our freight services.

Objections Are Not Fights

Most freight sales agents see objections as a sign of rejection or a call to do battle.  With this attitude, it’s no wonder we usually handle price objections poorly.  However, when we break it down, you’ll see that objections can be overcome without a battle.  An Objection is an explicit expression from a shipping decision maker that a barrier exists between the current situation and what he or she requires to engage your freight services.  In other words: An objection is simply a signal that you have more to do in the selling process.

How to Handle Objections Like A Professional

  1. The CLOSE Of The Sale Begins With The Relationship

In a typical sale of our kind, freight sales agents are taught to overcome objections at all costs.  This doesn’t work for more complex sales, however.  If you just plow through the objection without addressing it fully, the underlying reason for the objection will usually come back to haunt you.  Remember, you have to work with your Shipping Decision Makers once you’ve finished moving their loads.

  1. Objections Often Have Merit

Most sales training teaches us to “rebut” objections, counter them with logic, arguments, and sheer willpower.  But objections are often a sign that something else is going on.  Your main purpose is to understand the objection fully, isolate it, and respond to it appropriately.

  1. Objections May Take A Process And Aren’t Typically A Quick Answer To Spit Out

Complex sales involves many buyers and buying criteria.  You may have to build a case for overcoming an objection instead of answering quickly on the fly.  Some objections, on the other hand, may simply be questions that have yet to be answered.


One thought on “How To Handle Objections Like A Professional

  1. VERA COMO

    DONT OVER SELL YOURSELF AND SALE ONLY ON THERE NEEDS AND CONCERNS AND THAT WAY YOU DONT OPEN THAT DOOR TO HAVE TO USE A REBUT. AND ALSO LOWER YOUR RATE AFTER YOU JUST GAVE A RATE MAKES IT SOUNDS AS IF YOUR RATE YOU WERENT CONFIDENT IN THE REASON YOU QUOTED YOUR RATE THE FIRST TIME. WHILE IN YOUR PROBING QUESTION WHEN ASKING HOW YOU CURRENTLY TAKE CARE OF MOVING YOUR PRODUCT YOU CAN SAY ON AN AVERAGE WHAT DOES IT COST YOU EARLY ON SO WHEN ITS TIME TO SAY YOUR RATE YOU KNOW THAT YOU PROVIDE THE BEST RATE AND IF YOUR RATE WAS HIGHER THAN WHAT THEY ARE CURRENTLY PAYING THIS IS WHEN YOU PUT INTO PLACE WHY YOU WOULD WANT THEM TO PAY THAT PRICE BY WHAT YOU OFFER AND THAT YOUR SERVICE WILL BE WORTH THAT RATE. ALSO KEEP IN MIND THEY WOULDNT BE TALKING STILL AFTER THAT EVEN IF YOUR RATE WAS HIGHER IF THEY DIDNT LIKE SOMETHING ABOUT WHAT THEY WAS GOING THROUGH WITH THE CURRENT PERSON.

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