Tag Archives: freight broker training

Traits That Make You More Likeable

Traits That Make You More Likeable

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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.

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-Ted Keyes

Phrases That Kill Freight Sales Relationships

Phrases That Kill Freight Sales Relationships

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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.

8 Rules to Negotiating Great Freight Rates

8 Rules to Negotiating Great Freight Rates

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!

When it comes to negotiating freight rates, it may be challenging initially especially if you don’t have any experience negotiating in business.  You have to be strong or you’ll find that people will take advantage of you.

If you’re a negotiation new-comer or just desire to improve your negotiation skills, here are 8 rules to assist in getting the best deal for your freight loads:

  1. You’re Entitled To Your Rates
    • Remember, you’re in business and are entitled to run like a business. This means that you’re allowed to make money as long as you’re offering the service that’s required.
    • The key is the value that you specifically provide.
  2. Believe In Your Value
    • You must believe in the price that you’re offering – don’t sell yourself short. Your price must be in line for the service you’re providing.
  3. Believe In Your Rates
    • Don’t apologize for your rates once they’re established, believe in them and present them with confidence.  When you present them with doubt, your customers will see that and start to question you.
  4. Be Ready To Walk Away
    • Many freight agents lower their rates because they’re afraid of losing the load. You must be confident and ready to walk away if the rates your prospects and customers desire to pay aren’t high enough.  This not only means that you´ll get the rates you desire, but also shows that you’re confident in both your freight service and rates.  This’ll make your prospects and customers think twice.
  5. Be Ready To Justify Your Price
    • You must be ready to justify your price and not make it appear that you just plucked it out of thin air. Have a breakdown of your prices, but remember to focus on the value of your service, not the price.
  6. Make Them Earn Concessions
    • If you’re forced to lower your price or make a concession, make sure your prospects and customers earn it. Ask them for something in return, such as larger orders, more regular orders or faster payment, for example.
  7. Evaluate Your Prospects At The Beginning
    • You may come across prospects who make enquiries about your rates, yet won´t be prepared to pay anywhere close to what you’re asking. These individuals will only waste your time.  Ask at the start what they’re expecting to pay.  If they’re way off, it may not be worth starting to negotiate.
  8. Make Them Feel Great
    • Your customers must leave your negotiation believing they received a great deal. Always sell your freight service with reasonable justification.

Follow these 8 Rules To Negotiating Great Freight Rates. You can then ensure that you’re not selling yourself, or your customers short, and negotiating the required rates your business requires to go from strength to strength.