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You may say it’s the person paying the paycheck. You could make a case for the freight carriers. You could even say that YOU are the most important person.None of these answers are correct. The most important person in the freight & shipping industry is…OUR CUSTOMERS.
No one is more important to us than our customers. Without customers, there’s no business and there’s no freight agent profession.
Our customers aren’t dependent on us. We’re dependent on them. That’s why they’re so important. Customers are not an interruption. They’re the focal point of our work. They are the purpose for why we remain in the freight sales profession and do what we do.
It’s All About Them
When we understand that our customers are the most important people in our business, then we must treat them as such. We must make them feel important and have them feel like we truly care about them – because we do. All great freight sales agents truly want the best for their customers.
The way you make your customers and prospects feel important and respected is by having your entire conversation revolve around THEM. THEIR business. THEIR challenges. THEIR requirements. THEIR contact info.
Listen More Than You Talk
You’ll be amazed at how quickly you’ll be successful in this profession, or in any profession, when you simply listen more than you talk.When you’re on a sales call, your first goal is to LISTEN. Listen to your prospect’s challenges. Listen to their goals. Listen to what they say about their business. Your solution must focus around them.
If you don’t listen to your prospects and customers, you’ll never know what their needs are. No sale is possible without understanding the requirements of the person on the other end of the phone.
You Have Two Ears And One Mouth – In That Order
How do you know when you’re listening? How do you find the balance between talking and listening? A quick glance in the mirror will tell you everything you have to know.
You have two ears and one mouth – and that’s the order in which you use them. Listen twice as much as you talk. If God wanted you to talk more than you speak, he would have given you an extra mouth and one less ear!
Your Ears Will Out Earn Your Mouth
Do you feel that you don’t want to talk less? Or, that listening is boring and you’d rather be the star of the show?
Most of us have a desire to talk. We want others to hear what we have to say. However, what do you care more about – getting to talk all day long, or achieving your financial and sales goals?
Listening is how you’ll accomplish the latter. Your ears will ALWAYS out earn your mouth!