freight brokers & freight agents I have always believed the way to be on top is to follow simple steps and stay positive at all times.Too many people in freight broker business look at the telephone as an anchor--that's how they feel about lifting it when they have to make outgoing calls to potential clients. For some, you'd think it was covered with spiders or that it might electrocute them if they touch it. That reaction revolves around the fear of rejection. Granted, not too many freight brokers or freight agents are brave enough to willingly put themselves in a position to be rejected. However, those who do will find all sorts of long-term rewards for the temporary pain they'll experience.
With the right attitude and by paying close attention to what happens, each rejection you deal with will be a learning experience. You'll learn what not to say and when not to call. The key here is to turn that around so you can master what to say and when to call. With every rejection, you'll want to take a quick moment to analyze the situation in order to benefit from it. Rather than letting it ruin your attitude for the next call, you should find yourself saying, "Well, that didn't work. What's a better way to say it?"
With proper fine-tuning, you'll soon find your calls being well received and you'll experience fewer rejections. To save you some time on this learning curve, here are aome points you need to consider before making any business calls.
1. Develop a professional greeting.
2. Introduce yourself and your company.
3. Express gratitude.
4. State the purpose of your call.
5. Get a confirmation will they use me Yes or No
6. Thank them for their time
Success in selling starts with You!
Believe that you will be successful
"Whether You Believe You Can or You Can't - You Are Right!"
Henry Ford gave us that quote, and it rings true for every aspect of our lives. Belief is the most important category in all areas of life. Without it, the other categories would be meaningless. Belief is why the greatest freight brokers in the world have no clue that they are selling anything. This is because when you believe in something so much, you can not help but to tell people about it. It will come naturally to you, and you will not be nervous.
You must be able to find a way to get to believe that much in your services, to be successful on a sales call. Belief will give you the confidence, enthusiasm, and focus that you need in order to be successful in anything in your life , not just sales calls.
Confidence To Make a Sales Call
Confidence is required, in order to make a successful sales call. You must have confidence in a number of different areas such as, confidence in your products, confidence in your service, and confidence in your price.
Confidence In Your Products
Having confidence in your products means that you are confident that the products that you are selling will work well with your customers needs. Remember, just because your products are high in quality does not mean that they will work in any given situation. You must be able to confidently deduce exactly what your customer wants and find a way to make it happen!
Get Creative.
Have confidence In Your Service
This is the second area that you must be confident in, in order to conduct a successful sales call. When making a sales call, you are the face of not only your company, but also yourself. That being said, make sure you show them your best. Make sure to let them know that they will be in good hands if they give you their business. Let them know that you want it, and will do anything in your power to take care of them. The only way that you can do this is to be confident in your company's ability.
Show enthusiasm During A Sales Call
Legitimate enthusiasm will come naturally during a sales call if you already have belief in your service and the confidence that it will work for your customer. This does not mean that you cannot get better at controlling your enthusiasm.
Training your enthusiasm is fun and easy to learn. The secret is to think of all the things that make you and company great. Think of past experiences and what you have done for other clients.
Stay focused On Your Customer
Focus is our final category for the success of a sales call. You must be focused at all times on what the customer wants. As a salesman myself, I know how difficult this can be when you are listening and want to make suggestions on the fly.
Focus on your customers current situation, and not on your own agenda during the sales call. Do not make suggestions during the sales call until you have had a chance to thoroughly think your strategy through. Make sure that the customer knows that you are there for his interests, instead of your own and you will eventually win their trust.
This can be anything from getting to eat at a restaurant that you want or convincing somebody of an idea that you have. You never stop selling. Now let these past experiences come in and go out of your mind. Gradually speed up all the successes you can think of and fill your mind with success. After you finish this exercise, your enthusiasm will be increased. This is a great exercise to perform while travelling to the sales call.
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