Freight Broker Training: Problems and Solutions
57Freight Broker Training: Problems and Solutions
Your
key towardsdeveloping
new customers is
first finding out the
companies process and if they haveanyissues
that they would
probablywantresolved.
This
in turnwill
take a touch
of probing and rapport. Most
people don’t at
the outsetwant
to talk
about their challenges.
Theypossibly
willmention
we really
enjoy who we’re alreadyworking
witheven
if they actually
don’t. They’re fearful
of change and new ways
of doing
things. Perhaps
they don’t currently
have a problem but if you could
possibly save these
folkscash
then even better, however
don’t lead with saving cash.
Theyhear
this all
the time and there
is zero
value in simply
being a price only salesperson
and guess what… the
moment your competitorcalls
and presents
a lowerpricewhat
do you do then? You need
to find out their challenges,
and probe as much as they will let you.
You need to know what your
customer does…
Know their problems…
Know
their goals
and objectives….
Could
be they have a troublesome
lane that they have troubles
with. It's
possible that their current broker has been charging too much for
himself, could
be they’ve experiencednumerous
damaged shipments or whatever the issue
may be….It has been my experience that there are a
lot oftroubles
out there for your shipping managers and customers to be presented
with so lets get to the root
of the dilemma
and get the prospect
to let his guard
down and be truthful
with you. Supply
the potential
client with positive
aspects of what dealing
with you will mean
to his problems….
Several
lead in to benefits are: You obtain….you
accomplish….you
enhance…
you improve,
you enjoy, you + action verb = benefit. It doesn’t cease
with benefits you really need to drill
down deep add value and furnish
the right
benefits and you might
just uncover
the prospects
hot button to give you a try.
Don’t make yourself appear
like your only interested in helping yourself. You need to be understanding
with the prospective
customersproblems
and go above and beyond what he could possibly imagine.
In short expect a
great deal more from yourself as a salesperson
than anyone
else ever could and you will be on your way to a fatpayday
and you will also help
your customers and assist
your clients
for a very
long time to come.
