Freight Brokers When Should You Give Up on a Sales Prospect?

Freight Brokers, here's how to determine when you’re wasting your time on a sales call :
The economics of telephone selling can be challenging. In general we know that for every 25 calls you place, you may actually only speak to 15 people. Seven of those will ask you to follow up with a second call, and of those seven 2 or 3 will be prospects, and only one will use your services.
But you can't assume that every 20 new calls will yield a sale. You could fare far better or worse--depending on your timing, and ability to establish a rapport with prospects. The goal shouldn't be to burn through them as quickly as possible."

selling freight brokering services is as old as time itself, you must learn to close a new client within two phone conversations. "And you really shouldn't go beyond 3 calls,"
You must learn to take the initial call as far as you can "as long as they're still dancing with you. Do whatever it takes to try to get an order even on that first call if it's going well." You have little to lose by asking if they need any trucks today.

People will say they'll use you but don't." That indicates you're "not” getting enough information about their shipping needs and how often they ship. If the prospect says, 'We're not looking for any trucks right now,' you say, I will contact you Later today or fist thing in the morning. From the answer you receive you'll know if it's a blow-off or a real client

Likewise, you shouldn't have to make numerous callbacks to get the next order, "If you are doing the right things in the right way on the phone," and still not making progress, I'd have to look at this prospect as do they really need you and/or do they really ship”

"You never give up; spend your time on the phone. They have to hear your voice. You have to stay in contact— quality clients take quality time. Often you're selling yourself first, the freight brokering service second.

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