Freight Brokering and the Telephone

a freight Broker That learn to use the telephone and learns to Blow by "brush offs." will become successful freight brokers learn to welcome the word "No." Most negative responses are reflex responses said out of habit, instead of real intent. Potential clients who respond with "We're not interested, come back later" will continue these negative responses because they work. There are many ways to overcome those responses. "I can understand why you might not be interested in adding a new feight broker atthis time . Let's discuss what the goals are for your company." All you are looking for is permission to proceed.

a freight broker that Learns how to pause for effect. as a new Feight Broker Think about actors, singers, even great golfers who pause at the top of their back swing. Pausing keeps things natural and allows you to breathe properly; thereby helping you relax.
freight brokers should Always have options in your presentation: an alternate campaign, an alternate size. Focus on getting the client started. Once the relationship is solid, you then can get them more consistent, More loads better rates.

you must learn to Keep the word "I" to a minimum in a sales presentation. Do you really think the client cares what you may think about your abbility as a feight broker? Use testimonials or third-hand references. "One of our consistent clients has gotten great response"

as you start to grow the business using the telephone wil become second naturefreight brokers must learn to Talk like they talk. During your conversation, jot down some words you hear in "their language." It will help you later because the client will feel comfortable. And they will believe that you have a better understanding of things if you mirror words or language patterns that are specific to their product or industry.

you must learn that people don't buy what they need. They tend to buy what they want. Good salespeople sell to wants and needs. When selling, create a thirst. Don't just pour water down their throats.

freight brokers must learn to Create desire in the first fifteen seconds of the call. Shippers are business people who don't have a lot of time for chit chat. Your opening statement should immediately address what your going to do for them.