In the Freight sales world, confidence is king. People don’t just buy whatever you’re selling because they are also buying you. So it is important to present the best version of yourself, when approaching each sale. Here are a few ways you can be a more confident salesperson:
Step 1: Knowing your product. You need to do your homework. Whatever product you are selling, you should be its expert. You should know the ins and outs of your product, and be able to answer any question about it. You should also know any negative factors that might affect your merchandise. And always have a positive solution to any of those problems. Being fluent in your product knowledge is the most important step to being a completely confident salesperson.
Step 2: Knowing your prospects. Knowing what you are selling is only half the battle! Knowing to whom you are selling is almost as important. You need to be able to judge the taste of the prospect so you can offer merchandise you know will appeal to them. This can be accomplished by simply doing a little background research on your potential customer. As for existing customers, you should be well versed in their wants and needs. Knowing your prospects and customers will definitely add to your confidence, because it is always to talk to someone familiar-who you think you know.
As a salesperson, you need to know all the answers, are an expert in every little detail can help or assist with any question or hesitance. You need to exude confidence. Besides your product, you need to sell your customers on the idea that you are the foremost authority on that particular topic. Whether you are or aren’t all about projecting a genuinely confident attitude.
Showing posts with label a1 freight broker training. Show all posts
Showing posts with label a1 freight broker training. Show all posts
Tuesday, November 8, 2011
Sunday, November 6, 2011
"Freight Broker Training" If It’s up to Be, It’s Up to me
Freight Brokers Freight agents it is vital to understand that you are the vital aspect of your business you are the one that will Take Responsibility for Choices in your business
Read this article
a Freight Broker was one day talking with a friend that also had a freight brokerage when his friend began to mourn about his business, I can’t hold onto a client, I’m in debt up to my ears and will have to declare personal bankruptcy” he whimpered. “Where did I go wrong?”
When things go wrong, it’s easy to blame others. Blaming others for our difficulties is the easy way out. That’s why it’s so popular. Turn on any daytime talk show and you’ll find endless examples of people blaming everybody and everything for the way their lives have turned out.
But the happiest and most successful people – the leaders who get things done and get on with their lives — know that life is an endless series of choices, and take responsibility for these choices as well as the consequences of their actions. Leaders choose to control their destiny so fate and others don’t. They believe that choice more than chance determines their circumstances. Even in circumstances for which they’re not responsible, they still take responsibility for their actions.
Leaders recognize that they have control and choice over a number of key factors:
Choose Not to Lose – Whether we choose to focus on our problems or our possibilities is a key leadership issue. When we are faced with obstacles and failure, those who can overcome adversity and learn from their experiences, turning them into opportunities, are the ones who will be truly successful.
Perceived Reality – Most so-called “facts” are open to interpretation and are highly dependent upon what’s being read into them. We don’t see the world as it is, we see it as we are. Too often, we let our problems trap us deep inside our own “reality rut”. As long as we’re stuck there, we can’t see out of the rut to the possibilities beyond.
Choosing Our Outlook – An optimist expects the best possible outcome and dwells on the most hopeful aspects of a situation. Pessimists stress the negative and take the gloomiest possible view. And while we may have been given a tendency toward optimism or pessimism at birth or from our upbringing, we decide what we want to be from today forward.
Choosing To Let Go of Deadly Emotions – Another milestone in our growth is when we accept responsibility for our emotions. It’s less painful to believe that anger, jealousy, or bitterness are somebody else’s fault or beyond our control. But that makes us prisoners of our emotions. We stew in our deadly emotions. For our own health and happiness, we must exercise our choice to let go. No matter how long we nurse a grudge, it won’t get better. We need to truly forgive and forget. Forgiveness is not for the other guy, it is for ourselves.
Choosing Our Thoughts – In his 19th century Journals, Ralph Waldo Emerson wrote, “Life consists of what a man is thinking of all day.” If we continue to think like we’ve always thought, we’ll continue to get what we’ve always got. Our daily thought choices translate into our daily actions. Our actions accumulate to form our habits. Our habits form our character. Our character attracts our circumstances. Our circumstances determine our future… Taking responsibility for our choices starts with choosing our thoughts.
Leaders realize that life accumulates; the choices we make – good and bad – are like deposits in a bank account. Over the years we can build up a wealth of success and happiness or a deficit of despair and discouragement. It’s up to us. As with any active bank account, few of these choice accumulations are permanent. However, the longer we allow poor choices to accumulate, the more time and effort will be needed to shift that balance. Now is the time for action. There’s still time. If not now, when?
Read this article
a Freight Broker was one day talking with a friend that also had a freight brokerage when his friend began to mourn about his business, I can’t hold onto a client, I’m in debt up to my ears and will have to declare personal bankruptcy” he whimpered. “Where did I go wrong?”
When things go wrong, it’s easy to blame others. Blaming others for our difficulties is the easy way out. That’s why it’s so popular. Turn on any daytime talk show and you’ll find endless examples of people blaming everybody and everything for the way their lives have turned out.
But the happiest and most successful people – the leaders who get things done and get on with their lives — know that life is an endless series of choices, and take responsibility for these choices as well as the consequences of their actions. Leaders choose to control their destiny so fate and others don’t. They believe that choice more than chance determines their circumstances. Even in circumstances for which they’re not responsible, they still take responsibility for their actions.
Leaders recognize that they have control and choice over a number of key factors:
Choose Not to Lose – Whether we choose to focus on our problems or our possibilities is a key leadership issue. When we are faced with obstacles and failure, those who can overcome adversity and learn from their experiences, turning them into opportunities, are the ones who will be truly successful.
Perceived Reality – Most so-called “facts” are open to interpretation and are highly dependent upon what’s being read into them. We don’t see the world as it is, we see it as we are. Too often, we let our problems trap us deep inside our own “reality rut”. As long as we’re stuck there, we can’t see out of the rut to the possibilities beyond.
Choosing Our Outlook – An optimist expects the best possible outcome and dwells on the most hopeful aspects of a situation. Pessimists stress the negative and take the gloomiest possible view. And while we may have been given a tendency toward optimism or pessimism at birth or from our upbringing, we decide what we want to be from today forward.
Choosing To Let Go of Deadly Emotions – Another milestone in our growth is when we accept responsibility for our emotions. It’s less painful to believe that anger, jealousy, or bitterness are somebody else’s fault or beyond our control. But that makes us prisoners of our emotions. We stew in our deadly emotions. For our own health and happiness, we must exercise our choice to let go. No matter how long we nurse a grudge, it won’t get better. We need to truly forgive and forget. Forgiveness is not for the other guy, it is for ourselves.
Choosing Our Thoughts – In his 19th century Journals, Ralph Waldo Emerson wrote, “Life consists of what a man is thinking of all day.” If we continue to think like we’ve always thought, we’ll continue to get what we’ve always got. Our daily thought choices translate into our daily actions. Our actions accumulate to form our habits. Our habits form our character. Our character attracts our circumstances. Our circumstances determine our future… Taking responsibility for our choices starts with choosing our thoughts.
Leaders realize that life accumulates; the choices we make – good and bad – are like deposits in a bank account. Over the years we can build up a wealth of success and happiness or a deficit of despair and discouragement. It’s up to us. As with any active bank account, few of these choice accumulations are permanent. However, the longer we allow poor choices to accumulate, the more time and effort will be needed to shift that balance. Now is the time for action. There’s still time. If not now, when?
Saturday, November 5, 2011
The Keys to an Unstoppable Drive
Freight Broker/Freight Agents the following is Good stuff, a motto to be followed if you are to one day see yourself at the top you must learn to never give up as there is always room for folks with drive and ambition. It takes an inner self to push and find yourself with the extra drive to make it in this industry so here is a good s
Articles By Tim Taylor \ The Keys to an Unstoppable Drive
“Sometime back in the mid 80’s I was invited to attend a sales seminar hosted by Don Beveridgeand I was fortunatein that I got the chance to sit in on the seminar and I found it to be a memorable experience. He was motivated and his sales motivational points were strong. The ideas he shared with the audience, with a little bit of license on my part, went something like this: You wake-up at 5am, from 5-7am, you plan your day, every hour. Be in the office by 7am and by 9am get out and prospect and be in the community. At 5pm get back to the office to do your follow-up with all your prospective clients. From 7pm – 9pm you do your administrative work. After that, get into bed so you’re ready for 5am again. I heard at least two old saws proclaim, “this guy is nuts”. I thought so too but in a good way.
There were about 200 transportation sales people in attendance, many of which were inspired by his ideas. And my guess is that many of the salesmen (there weren’t many women selling freight in those days) took action after that day because they wanted his results. So they probably started getting up at 5am and arrived at the office at 7am and they started making the cold calls they normally weren’t making. But pretty soon, within a few days or weeks, most would probably stop and resume their old ways. Their activity levels go back to normal. Why? Because their productivity rose above their self-image and their self-image squashed their productivity down within their comfort level; a level consistent with their self-image. They took an afternoon off here and there, maybe they watched Oprah, maybe Jerry Springer; hung out in a bar commiserating with other freight solicitors, it was hard to say. It could be their actions were becoming inconsistent with their self-image.
Today many will talk about balance in life, those are thoughts best left to the idealists and those who believe the system is rigged and we ought to spread the wealth. I believe there is a place for balance all right, mine is in balancing the checkbook and my family life. Making a difference in your life and the lives of those who depend on you is, on its own, balance. The checkbook and family unit satisfaction areonly the scorecards. If your checkbook and family life is where you think it should be, you’re doing fine and don’t need to go further unless you think you can in which case you haven’t set you goals high enough.
You will always perform at a level equal to your self-image. Our self-image is the portrait we have of ourselves. It’s the picture we’ve created about our self and is commonly based on past experiences and environmental influences. So if a new desire for improvement is introduced and it conflicts with our current self-image, it is doomed to fail. I guess I was fortunate in that I had a very successful family and couldn’t envision anything other than success.
Our actions, behaviors and yes our discipline, are all heavily influenced by our self-image. Even if you force yourself via will power to do things beyond your self-image, you won’t be able to sustain it for very long. You will go back to the old behaviors consistent with your own self-belief because you believe it and you act from this belief. What caused the Ali’s, Jordan’s, and the Annika Sorenstam’s of the world to work as hard as they did? What causes the top 1% in selling to consistently sustain their mind-boggling activity levels? Answer for all: their self-image. If you watched Tiger’s meltdown in the last couple of years and its subsequent effect on his golf course performance, you can see what a blow to self-esteem can do, even if it was of his own making.
Major changes occur in income, production and satisfaction for the average salesperson (in fact all people)when they understand the importance of evaluating, changing and elevating their self-image. Agents comfortable with small and average client sizes but nervous and fearful with the high-end clients, who learn to grow their self-portrait become more confident and succeed in the large client arena..Lets not get into a discussion of which type of client you can make the most money on because you can make plenty off big clients if you set it up right and if you set it up right, it won’t be you doing the dispatching.
Speaking of dispatching; agents who are most comfortable working dispatching tasks instead of leading a group of dispatchers are destined to confine themselves to a dispatchers wage. Not that there is anything wrong with dispatching and if that is what you want to be good at, then be the best.There are many hourly pay rates in business; the highest belong to those who can lead other people in a desperate charge to the top. Job satisfaction is relevant to the position desired and the execution of satisfying your self-image. Life satisfaction is relevant to that self-image and the life that image confines us to.
As we raise our self-image we raise our expectations, behaviors and the discipline we bring to our activities. Learning to change behavior permanently is one of the most important skills a person can develop in their life. Without this skill, any self-improvement intention will result in failure and frustration. All we need to do is to change the portrait by investing time and energy with guidance through learning.
Our self-image is held in our subconscious mind. This is the inside part of our brain where all of our habits and beliefs are stored. Many estimates in the field of psychology suggest we are only utilizing a small part of our brain – generally 5% to 10%. Which means that nearly 90% is untapped and waiting to serve us. Our subconscious mind is this under-utilized resource. It’s the part of the brain that allows our body to do things naturally and consistently with such ease and proficiency that our conscious mind could never match.
Great things that seem impossible become possible when we learn to communicate to and from our subconscious mind. Here’s how: when a thought and feelings match, and are focused on over and over again, it becomes accepted by the subconscious mind. When we add pictures or visualization, which match this thought/feeling combination, we are actually changing our self-image with a new self-belief. Our self-image is only communicated to in pictures, hence the term self-image. When this ‘pictured thought with feeling’ intention is accepted by the subconscious mind it becomes a belief that executes itself automatically.
Follow these steps to a new level of discipline by changing your self-image:
Step one: Decide exactly what you want. This is critical. Is it a habit change you’re after or how about a new goal? Whatever it is, be crystal clear on the outcome you desire.
Step two: Determine the activities that would lead to this outcome. This is an easy step; just determine what you would need to be doing in order for this result to come naturally. It’s simple cause and effect. For this step, make sure you choose activities that you could see yourself doing. There are often many ways to an outcome. Avoid the activities that don’t fit your personality, but make sure the one’s you do choose will ensure your goal.
Step three: Invest 20 minutes a day in focused quiet time, Ten minutes in the a.m. and 10 minutes in the p.m. Here is the place you need to invest the time and energy. In this time, find a quiet place in which you will not be interrupted and close your eyes. With eyes closed, put your attention on the goal. With thoughts on the goal, see yourself doing these activities with ease day in and day out.
Picture yourself becoming proficient at these activities. Bring in more and more clarity to the picture every time you do this. Visualize the time of day and the reaction from those around you. The more detailed the better! And finally feel the feelings you would feel, as you would engage in these activities; also feel the feelings, with intensity, that you would feel accomplishing this goal. See yourself actually doing the deal!
Driven people produce record results because of their belief in themselves. They grew their self-image by this ‘pictured thought with feeling’ process. Many probably didn’t even realize they were doing it. Whether they intended to or not doesn’t really matter because this is how it works and it can work for anyone.
Apply this process and remember the importance of vivid pictures and concentrated feeling. Do this and you’ll never again have to be stuck in undesirable patterns from your past. With new information can come new results.
We’re only here for a visit. If you want to make a difference, you already have. There is nothing a tantalizingly close as a dream.
Articles By Tim Taylor \ The Keys to an Unstoppable Drive
“Sometime back in the mid 80’s I was invited to attend a sales seminar hosted by Don Beveridgeand I was fortunatein that I got the chance to sit in on the seminar and I found it to be a memorable experience. He was motivated and his sales motivational points were strong. The ideas he shared with the audience, with a little bit of license on my part, went something like this: You wake-up at 5am, from 5-7am, you plan your day, every hour. Be in the office by 7am and by 9am get out and prospect and be in the community. At 5pm get back to the office to do your follow-up with all your prospective clients. From 7pm – 9pm you do your administrative work. After that, get into bed so you’re ready for 5am again. I heard at least two old saws proclaim, “this guy is nuts”. I thought so too but in a good way.
There were about 200 transportation sales people in attendance, many of which were inspired by his ideas. And my guess is that many of the salesmen (there weren’t many women selling freight in those days) took action after that day because they wanted his results. So they probably started getting up at 5am and arrived at the office at 7am and they started making the cold calls they normally weren’t making. But pretty soon, within a few days or weeks, most would probably stop and resume their old ways. Their activity levels go back to normal. Why? Because their productivity rose above their self-image and their self-image squashed their productivity down within their comfort level; a level consistent with their self-image. They took an afternoon off here and there, maybe they watched Oprah, maybe Jerry Springer; hung out in a bar commiserating with other freight solicitors, it was hard to say. It could be their actions were becoming inconsistent with their self-image.
Today many will talk about balance in life, those are thoughts best left to the idealists and those who believe the system is rigged and we ought to spread the wealth. I believe there is a place for balance all right, mine is in balancing the checkbook and my family life. Making a difference in your life and the lives of those who depend on you is, on its own, balance. The checkbook and family unit satisfaction areonly the scorecards. If your checkbook and family life is where you think it should be, you’re doing fine and don’t need to go further unless you think you can in which case you haven’t set you goals high enough.
You will always perform at a level equal to your self-image. Our self-image is the portrait we have of ourselves. It’s the picture we’ve created about our self and is commonly based on past experiences and environmental influences. So if a new desire for improvement is introduced and it conflicts with our current self-image, it is doomed to fail. I guess I was fortunate in that I had a very successful family and couldn’t envision anything other than success.
Our actions, behaviors and yes our discipline, are all heavily influenced by our self-image. Even if you force yourself via will power to do things beyond your self-image, you won’t be able to sustain it for very long. You will go back to the old behaviors consistent with your own self-belief because you believe it and you act from this belief. What caused the Ali’s, Jordan’s, and the Annika Sorenstam’s of the world to work as hard as they did? What causes the top 1% in selling to consistently sustain their mind-boggling activity levels? Answer for all: their self-image. If you watched Tiger’s meltdown in the last couple of years and its subsequent effect on his golf course performance, you can see what a blow to self-esteem can do, even if it was of his own making.
Major changes occur in income, production and satisfaction for the average salesperson (in fact all people)when they understand the importance of evaluating, changing and elevating their self-image. Agents comfortable with small and average client sizes but nervous and fearful with the high-end clients, who learn to grow their self-portrait become more confident and succeed in the large client arena..Lets not get into a discussion of which type of client you can make the most money on because you can make plenty off big clients if you set it up right and if you set it up right, it won’t be you doing the dispatching.
Speaking of dispatching; agents who are most comfortable working dispatching tasks instead of leading a group of dispatchers are destined to confine themselves to a dispatchers wage. Not that there is anything wrong with dispatching and if that is what you want to be good at, then be the best.There are many hourly pay rates in business; the highest belong to those who can lead other people in a desperate charge to the top. Job satisfaction is relevant to the position desired and the execution of satisfying your self-image. Life satisfaction is relevant to that self-image and the life that image confines us to.
As we raise our self-image we raise our expectations, behaviors and the discipline we bring to our activities. Learning to change behavior permanently is one of the most important skills a person can develop in their life. Without this skill, any self-improvement intention will result in failure and frustration. All we need to do is to change the portrait by investing time and energy with guidance through learning.
Our self-image is held in our subconscious mind. This is the inside part of our brain where all of our habits and beliefs are stored. Many estimates in the field of psychology suggest we are only utilizing a small part of our brain – generally 5% to 10%. Which means that nearly 90% is untapped and waiting to serve us. Our subconscious mind is this under-utilized resource. It’s the part of the brain that allows our body to do things naturally and consistently with such ease and proficiency that our conscious mind could never match.
Great things that seem impossible become possible when we learn to communicate to and from our subconscious mind. Here’s how: when a thought and feelings match, and are focused on over and over again, it becomes accepted by the subconscious mind. When we add pictures or visualization, which match this thought/feeling combination, we are actually changing our self-image with a new self-belief. Our self-image is only communicated to in pictures, hence the term self-image. When this ‘pictured thought with feeling’ intention is accepted by the subconscious mind it becomes a belief that executes itself automatically.
Follow these steps to a new level of discipline by changing your self-image:
Step one: Decide exactly what you want. This is critical. Is it a habit change you’re after or how about a new goal? Whatever it is, be crystal clear on the outcome you desire.
Step two: Determine the activities that would lead to this outcome. This is an easy step; just determine what you would need to be doing in order for this result to come naturally. It’s simple cause and effect. For this step, make sure you choose activities that you could see yourself doing. There are often many ways to an outcome. Avoid the activities that don’t fit your personality, but make sure the one’s you do choose will ensure your goal.
Step three: Invest 20 minutes a day in focused quiet time, Ten minutes in the a.m. and 10 minutes in the p.m. Here is the place you need to invest the time and energy. In this time, find a quiet place in which you will not be interrupted and close your eyes. With eyes closed, put your attention on the goal. With thoughts on the goal, see yourself doing these activities with ease day in and day out.
Picture yourself becoming proficient at these activities. Bring in more and more clarity to the picture every time you do this. Visualize the time of day and the reaction from those around you. The more detailed the better! And finally feel the feelings you would feel, as you would engage in these activities; also feel the feelings, with intensity, that you would feel accomplishing this goal. See yourself actually doing the deal!
Driven people produce record results because of their belief in themselves. They grew their self-image by this ‘pictured thought with feeling’ process. Many probably didn’t even realize they were doing it. Whether they intended to or not doesn’t really matter because this is how it works and it can work for anyone.
Apply this process and remember the importance of vivid pictures and concentrated feeling. Do this and you’ll never again have to be stuck in undesirable patterns from your past. With new information can come new results.
We’re only here for a visit. If you want to make a difference, you already have. There is nothing a tantalizingly close as a dream.
Thursday, October 20, 2011
"Freight Broker Training" Tips for a Successful Sales Call
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.
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.
Tuesday, October 18, 2011
"Freight Broker Training" Uncovering Hidden Research Reports
Freight Brokers and Freight Agents here is some fantastic information for you that will help you with you research
Uncovering Hidden Research Reports
By Sam Richter
When you're a finalist for an account, completing a response to a Request for Proposal, or looking to sell your products into a new industry, it's imperative that you have a base understanding of your prospect's industry. What are their industry trends? What are the issues their industry is facing?
You could spend days "surfing" the Web trying to locate industry information. Or, you can have someone else do all of the work for you. Think about any industry; what's the chance that someone somewhere has written a report or given a presentation about that industry? Probably 100%. And what's the chance that some of those papers or presentations have been posted online. Probably 100%. How do you find them?
Google Filetype: Search
A great way to find industry research reports is to use the Google filetype: search. Oftentimes professional research reports get posted online for people to download because they are too large to email. Sometimes industry groups or even companies post reports online for members or employees to download.
Posters of these reports often think the report is secure. However, if a file is posted online and not properly secured, Google may eventually find it, open it, and "vacuum" every word in the report making it fully searchable.
It's easy to find these reports using the Google filetype: search (filetype colon). Just type an industry name followed by the word industry, into Google, using quotation marks (e.g., "paper industry"). Add words like trends, issues, revenue, technologies, etc. that you think might appear in a research report. REMEMBER, think like an author. What words would you put in a research report or presentation? Then search for those words.
Next, type in filetype:pdf, which will limit your search results to just PDF files, which is a fairly typical format for a research report. You can also try filetype:ppt for PowerPoint slides, or filetype:doc for Word documents.
Review the search results to see if the abstract looks like a report. If it is, click on the link and download the file. You'll be amazed at the types of professional research reports you can find online using the filetype: method.
So for example, if I'm looking for a report about the medical device industry, here's what the Google query might look like:
"medical device" + industry + report + (trends OR issues) filetype:pdf OR filetype:ppt
Industry research can be easy--now that you Know More!
(Sam Richter is the founder of the #1 rated Know More! sales training program (www.samrichter.com). This is just one of the more than 80 people, company, and industry information search tips and resources you'll find in his top-selling and award-winning book, Take the Cold Out of Cold Calling (www.TakeTheCold.com).
Uncovering Hidden Research Reports
By Sam Richter
When you're a finalist for an account, completing a response to a Request for Proposal, or looking to sell your products into a new industry, it's imperative that you have a base understanding of your prospect's industry. What are their industry trends? What are the issues their industry is facing?
You could spend days "surfing" the Web trying to locate industry information. Or, you can have someone else do all of the work for you. Think about any industry; what's the chance that someone somewhere has written a report or given a presentation about that industry? Probably 100%. And what's the chance that some of those papers or presentations have been posted online. Probably 100%. How do you find them?
Google Filetype: Search
A great way to find industry research reports is to use the Google filetype: search. Oftentimes professional research reports get posted online for people to download because they are too large to email. Sometimes industry groups or even companies post reports online for members or employees to download.
Posters of these reports often think the report is secure. However, if a file is posted online and not properly secured, Google may eventually find it, open it, and "vacuum" every word in the report making it fully searchable.
It's easy to find these reports using the Google filetype: search (filetype colon). Just type an industry name followed by the word industry, into Google, using quotation marks (e.g., "paper industry"). Add words like trends, issues, revenue, technologies, etc. that you think might appear in a research report. REMEMBER, think like an author. What words would you put in a research report or presentation? Then search for those words.
Next, type in filetype:pdf, which will limit your search results to just PDF files, which is a fairly typical format for a research report. You can also try filetype:ppt for PowerPoint slides, or filetype:doc for Word documents.
Review the search results to see if the abstract looks like a report. If it is, click on the link and download the file. You'll be amazed at the types of professional research reports you can find online using the filetype: method.
So for example, if I'm looking for a report about the medical device industry, here's what the Google query might look like:
"medical device" + industry + report + (trends OR issues) filetype:pdf OR filetype:ppt
Industry research can be easy--now that you Know More!
(Sam Richter is the founder of the #1 rated Know More! sales training program (www.samrichter.com). This is just one of the more than 80 people, company, and industry information search tips and resources you'll find in his top-selling and award-winning book, Take the Cold Out of Cold Calling (www.TakeTheCold.com).
Friday, October 14, 2011
"Freight Broker Training" Dispatch softwaer
It is a Good for a freight broker to understand how dispatch programs work here at A1 we suggest the you have a good dispatch system and advise you to take a look at Load Pilot they offer a free 30 day trial and are a top notch dispatch system for brokering.
Commercial Vehicle Operations is an application of Intelligent Transportation Systems for trucks.
A typical system would be purchased by the managers of a trucking company. It would have a satellite navigation system, a small computer and a digital radio in each truck. Every fifteen minutes the computer transmits where the truck has been. The digital radio service forwards the data to the central office of the trucking company. A computer system in the central office manages the fleet in real time under control of a team of dispatchers.
In this way, the central office knows where its trucks are. The company tracks individual loads by using barcoded containers and pallets to track loads combined into a larger container. To minimize handling-expense, damage and waste of vehicle capacity, optimal-sized pallets are often constructed at distribution points to go to particular destinations.
A good load-tracking system will help deliver more than 95% of its loads via truck, on planned schedules. If a truck gets off its route, or is delayed, the truck can be diverted to a better route, or urgent loads that are likely to be late can be diverted to air freight. This allows a trucking company to deliver a true premium service at only slightly higher cost. The best proprietary systems, such as the one operated by FedEx, achieve better than 99.999% on-time delivery.
Load-tracking systems use queuing theory, linear programming and minimum spanning tree logic to predict and improve arrival times. The exact means of combining these are usually secret recipes deeply hidden in the software. The basic scheme is that hypothetical routes are constructed by combining road segments, and then poor ones are eliminated using linear programming.
The controlled routes allow a truck to avoid heavy traffic caused by rush-hour, accidents or road-work. Increasingly, governments are providing digital notification when roadways are known to have reduced capacity.
A good system lets the computer, dispatcher and driver collaborate on finding a good route, or a method to move the load. One special value is that the computer can automatically eliminate routes over roads that cannot take the weight of the truck, or that have overhead obstructions.
Usually, the drivers log into the system. The system helps remind a driver to rest. Rested drivers operate the truck more skillfully and safely.
When these systems were first introduced, some drivers resisted them, viewing them as a way for management to spy on the driver.
A well-managed intelligent transportation system provides drivers with huge amounts of help. It gives them a view of their own load and the network of roadways.
Components of CVO include:
Fleet Administration
Freight Administration
Electronic Clearance
Commercial Vehicle Administrative Processes
International Border Crossing Clearance
Weigh-In-Motion (WIM)
Roadside CVO Safety
On-Board Safety Monitoring
CVO Fleet Maintenance
Hazardous Material Planning and Incident Response
Freight In-Transit Monitoring
Freight Terminal Management
Commercial Vehicle Operations is an application of Intelligent Transportation Systems for trucks.
A typical system would be purchased by the managers of a trucking company. It would have a satellite navigation system, a small computer and a digital radio in each truck. Every fifteen minutes the computer transmits where the truck has been. The digital radio service forwards the data to the central office of the trucking company. A computer system in the central office manages the fleet in real time under control of a team of dispatchers.
In this way, the central office knows where its trucks are. The company tracks individual loads by using barcoded containers and pallets to track loads combined into a larger container. To minimize handling-expense, damage and waste of vehicle capacity, optimal-sized pallets are often constructed at distribution points to go to particular destinations.
A good load-tracking system will help deliver more than 95% of its loads via truck, on planned schedules. If a truck gets off its route, or is delayed, the truck can be diverted to a better route, or urgent loads that are likely to be late can be diverted to air freight. This allows a trucking company to deliver a true premium service at only slightly higher cost. The best proprietary systems, such as the one operated by FedEx, achieve better than 99.999% on-time delivery.
Load-tracking systems use queuing theory, linear programming and minimum spanning tree logic to predict and improve arrival times. The exact means of combining these are usually secret recipes deeply hidden in the software. The basic scheme is that hypothetical routes are constructed by combining road segments, and then poor ones are eliminated using linear programming.
The controlled routes allow a truck to avoid heavy traffic caused by rush-hour, accidents or road-work. Increasingly, governments are providing digital notification when roadways are known to have reduced capacity.
A good system lets the computer, dispatcher and driver collaborate on finding a good route, or a method to move the load. One special value is that the computer can automatically eliminate routes over roads that cannot take the weight of the truck, or that have overhead obstructions.
Usually, the drivers log into the system. The system helps remind a driver to rest. Rested drivers operate the truck more skillfully and safely.
When these systems were first introduced, some drivers resisted them, viewing them as a way for management to spy on the driver.
A well-managed intelligent transportation system provides drivers with huge amounts of help. It gives them a view of their own load and the network of roadways.
Components of CVO include:
Fleet Administration
Freight Administration
Electronic Clearance
Commercial Vehicle Administrative Processes
International Border Crossing Clearance
Weigh-In-Motion (WIM)
Roadside CVO Safety
On-Board Safety Monitoring
CVO Fleet Maintenance
Hazardous Material Planning and Incident Response
Freight In-Transit Monitoring
Freight Terminal Management
Subscribe to:
Comments (Atom)