Freight Broker & Freight Agents we make our living and grow our business by being on the phone but alot of time we make some bad mistakes lets look at some as one of the people I follow Art Sobczak and I suggest you do to.
Greetings!
In today's constantly-connected and always-communicating environment, why is it that--it seems to me, anyway--communication skills are worse than ever?
Perhaps it's because of the texting, tweeting, Facebooking, IM'ing, emailing and whatever else people are hooked on, that causes their actual speaking skills to erode, or perhaps they were not refined to begin with.
In cleaning out the idea file I carry with me (yes, it's actually a paper file) I notice that several of my points are regarding poor speaking habits. Let's look at a few.
"May I Ask... ?"
Here's a common one: prefacing questions with "May I ask...", as in "May I ask how many locations you have?"
When you analyze it, this is a waste of words and also implies that the inquirer is tentative and not confident in asking for the information. Those who are guilty might argue that they don't want to appear pushy with their questions.
Nonsense.
As long as you've shown the prospect what you can do for them, you've earned the right to ask for information.
Plus, you can make your questions sound non-threatening with your tone of voice. In a sincere tone, simply say, "How many locations do you have?"
"Can I Ask You a Question?"
IS a Question!
Here's another slightly different, but related offense:
"Can I ask you a question?"
If you say this, you just DID ask a question! (Plus, it should be 'may." If you are able to speak, you can ask a question.)
The problem here is that their thinking now focuses on whether or not they want to answer any questions.
However, contrast that with, "Tell me about how your organization is structured by region." Now they aren't debating as to whether or not they want to answer your questions. They're thinking about the answer to your request. That's why questions are so powerful.They prompt the person to think about precisely what you ask them.
Do you Do This, Or........?
Another habit annoying to some is asking a question, and then ending with the "hanging or," giving the impression that they have more to say, when in fact they've stopped. For example,
"Would you say your department will meet your objective for this fiscal year, or ...?"
"Is that something you'd like to take a look at, or . . . ?"
This can confuse the listener, and as with any poor habit, can be irritating if it's persistent. Instead, ask the question, then, shut up.
Showing posts with label transportation broker training. Show all posts
Showing posts with label transportation broker training. Show all posts
Friday, October 21, 2011
Thursday, June 23, 2011
This Way To Greatness
As a new freight broker you don’t have to be great to start, but you have to start to be great.
This is a profound observation.
I remember the way I started in the freight industry. I was so worried everything that I was not moving any freight.
Then one day I meet a someone that was a professional freight broker. I was inspired by what they had to say, and I became convinced that I could become a professional freight broker. I wanted to be the best broker I could possibly be, so I started to read and listen to what they had to say and put to practice the things they where teaching me. I overcame the fear and stepped out in faith. As a cumulative result of these actions, I started moving freight and slowly became a professional freight broker and moved over a million dollars in freight annually.
Follow this example and your future will be different and better than your past. The choice is yours. Make the right choice, and I’ll SEE YOU AT THE TOP!
Watch the Video
This is a profound observation.
I remember the way I started in the freight industry. I was so worried everything that I was not moving any freight.
Then one day I meet a someone that was a professional freight broker. I was inspired by what they had to say, and I became convinced that I could become a professional freight broker. I wanted to be the best broker I could possibly be, so I started to read and listen to what they had to say and put to practice the things they where teaching me. I overcame the fear and stepped out in faith. As a cumulative result of these actions, I started moving freight and slowly became a professional freight broker and moved over a million dollars in freight annually.
Follow this example and your future will be different and better than your past. The choice is yours. Make the right choice, and I’ll SEE YOU AT THE TOP!
Watch the Video
Thursday, December 30, 2010
The Power of Industry Trade Journals, and Where You Can Get Them Now
At A1 Freight Broker Training I am always looking for helpful information for my clients and when I came across the post Published By Art Sobczak, Business By Phone Inc. I knew I had found valuable information for my clients and potential Clients so here you go enjoy.
The Power of Industry Trade Journals, and
Where You Can Get Them Now
By Sam Richter
Trade journals and magazines are an
outstanding way to learn about an
industry and the companies in it.
Industry issues, trends, and profiles
of key companies and individuals are
covered in each issue. Subscribe to
journals from your prospect’s and
customer’s industry and you’ll stay
up to date on what’s going on in their
world, helping you better craft
presentations and proposals, and
helping you better provide long-term
relevant value.
Whether you’re an inside sales
representative responsible for
generating leads via the phone,
or an outside sales person responsible
for meeting with prospects and closing
deals, the more you know about your
prospects and the challenges they face,
the better you’ll be able to get past
gate keepers, relate on a relevant level,
and share solutions that solve real problems.
It’s pretty obvious if you think about it.
If your sales process is based strictly on
geography—let’s call on every business of a
certain size within a particular region—then
your sales call is more likely than not going
to be about YOU. You’ll talk about your company,
your solutions, and how you’ve helped others
in the community
Segment by Industry
Instead, divide your call list by industry.
Then study your prospect’s industry. Before
you make sales calls, spend a day researching
what’s important to your prospects. Read their
industry reports. Learn how the best companies
in their industry operate. Determine how your
products and/or services help solve real
problems in their world. Then, when you pick
up the phone or have an in person meeting,
your conversation is going to be about THEM.
In addition, an industry publication is often
a great source for leads. Many publications
generate a regular “top company list.” In each
issue they most likely profile multiple different
companies, and write stories about influential
executives. Use this information to generate
prospect lists, and to understand a prospect
before you call or meet.
Where to Find Them
So where can you get industry journals and
magazines? How can you access industry reports
and white papers? Aren’t they expensive?
Don’t they take weeks or months to receive?
Not necessarily. Now you can get complimentary
access to thousands of industry journals and
research reports. Just go to www.samrichter.com/pubs
Industry publications typically make their money
via advertising. They’re happy to give away their
information in exchange for your information.
Because the more they know about their readers,
the more they can charge for their ads.
When you go to www.samrichter.com/pubs, you’ll
notice the industry list on the left side. Just
click on an industry to open the industry
publication page. Once on the page, select a
publication, research report, and/or white paper.
You can choose as many as you want (one at a time,
of course), and upon filling out the form, you
can download your report immediately or, depending
on the publication, it will be sent to you via
the mail.
Some of the registration forms are pretty
lengthy. And some ask for a lot of information,
some of which might seem a bit personal.
Remember…you’re getting these publications for
free, many of which cost hundreds of dollars!
So your information sharing is your currency
that you’re trading for access to valuable content.
Learn what’s going on in your prospects’ and
your customers’ world and how you can provide
high value. Impress them with your knowledge
of their issues, challenges, and industry success
stories.
Ultimately, you’ll get in more doors, and you’ll
close more deals.
Visit www.samrichter.com/pubs because
now you Know More!
(Sam Richter is the founder of the Know More!
Business Improvement 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.)
The Power of Industry Trade Journals, and
Where You Can Get Them Now
By Sam Richter
Trade journals and magazines are an
outstanding way to learn about an
industry and the companies in it.
Industry issues, trends, and profiles
of key companies and individuals are
covered in each issue. Subscribe to
journals from your prospect’s and
customer’s industry and you’ll stay
up to date on what’s going on in their
world, helping you better craft
presentations and proposals, and
helping you better provide long-term
relevant value.
Whether you’re an inside sales
representative responsible for
generating leads via the phone,
or an outside sales person responsible
for meeting with prospects and closing
deals, the more you know about your
prospects and the challenges they face,
the better you’ll be able to get past
gate keepers, relate on a relevant level,
and share solutions that solve real problems.
It’s pretty obvious if you think about it.
If your sales process is based strictly on
geography—let’s call on every business of a
certain size within a particular region—then
your sales call is more likely than not going
to be about YOU. You’ll talk about your company,
your solutions, and how you’ve helped others
in the community
Segment by Industry
Instead, divide your call list by industry.
Then study your prospect’s industry. Before
you make sales calls, spend a day researching
what’s important to your prospects. Read their
industry reports. Learn how the best companies
in their industry operate. Determine how your
products and/or services help solve real
problems in their world. Then, when you pick
up the phone or have an in person meeting,
your conversation is going to be about THEM.
In addition, an industry publication is often
a great source for leads. Many publications
generate a regular “top company list.” In each
issue they most likely profile multiple different
companies, and write stories about influential
executives. Use this information to generate
prospect lists, and to understand a prospect
before you call or meet.
Where to Find Them
So where can you get industry journals and
magazines? How can you access industry reports
and white papers? Aren’t they expensive?
Don’t they take weeks or months to receive?
Not necessarily. Now you can get complimentary
access to thousands of industry journals and
research reports. Just go to www.samrichter.com/pubs
Industry publications typically make their money
via advertising. They’re happy to give away their
information in exchange for your information.
Because the more they know about their readers,
the more they can charge for their ads.
When you go to www.samrichter.com/pubs, you’ll
notice the industry list on the left side. Just
click on an industry to open the industry
publication page. Once on the page, select a
publication, research report, and/or white paper.
You can choose as many as you want (one at a time,
of course), and upon filling out the form, you
can download your report immediately or, depending
on the publication, it will be sent to you via
the mail.
Some of the registration forms are pretty
lengthy. And some ask for a lot of information,
some of which might seem a bit personal.
Remember…you’re getting these publications for
free, many of which cost hundreds of dollars!
So your information sharing is your currency
that you’re trading for access to valuable content.
Learn what’s going on in your prospects’ and
your customers’ world and how you can provide
high value. Impress them with your knowledge
of their issues, challenges, and industry success
stories.
Ultimately, you’ll get in more doors, and you’ll
close more deals.
Visit www.samrichter.com/pubs because
now you Know More!
(Sam Richter is the founder of the Know More!
Business Improvement 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.)
Wednesday, December 29, 2010
Freight Brokers Use the art of proper customer service during a Negotiation
To provide proper customer service to both of your clients will involve basic communication skills. Skills such as active listening, paying attention, having a clear understanding of your client’s needs, as well as the objectives of your clients. To be truly effective, however, you need to know more. You should be able to communicate properly during the process of negotiation.
Many situations you’ll face as freight brokers or freight broker agents will require you to effectively negotiate to a mutually beneficial (win-win-win) solution.
1. Responding to manufactures requests for qualified carries with proper equipment
2. Negotiating with carries for service and meeting their needs for adequate freight and rates
3. Convincing both manufacture and carrier to do what you would like them to do
4. Working with clients on contracts that provide the quality services and equipment they need but in a manner that allows you to use your resources optimally
5. Persuading both clients to accept your proposals; try a new idea, etc.
In order to be successful, you must master the customer service process, which will enable you to create the attitude change. In other words, you have to be able to “sell” your ideas in order to make changes for a win-win-win situation, while providing both sides with a fair deal. The result of a successful negotiation is that all parties received the best deal possible.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Many situations you’ll face as freight brokers or freight broker agents will require you to effectively negotiate to a mutually beneficial (win-win-win) solution.
1. Responding to manufactures requests for qualified carries with proper equipment
2. Negotiating with carries for service and meeting their needs for adequate freight and rates
3. Convincing both manufacture and carrier to do what you would like them to do
4. Working with clients on contracts that provide the quality services and equipment they need but in a manner that allows you to use your resources optimally
5. Persuading both clients to accept your proposals; try a new idea, etc.
In order to be successful, you must master the customer service process, which will enable you to create the attitude change. In other words, you have to be able to “sell” your ideas in order to make changes for a win-win-win situation, while providing both sides with a fair deal. The result of a successful negotiation is that all parties received the best deal possible.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Tuesday, December 21, 2010
Freight Brokers Are You Ready to Play the Negotiation Game
Freight Brokers to win at the art of negotiation you have to be a particular kind of person: supremely confident, afraid of nothing, and with a big-picture mindset. The best focus on the issue itself and aren't distracted by the back-and-forth game of give and take.
As with many endeavors, preparation is essential -- and often more instrumental to success than the tactics employed. If you don't know what a potential client does or haven't considered how they conduct business, you simply will have no idea where to begin or how to react to their objections.
The following tips will show you what you need to know before the bargaining begins, as well as strategies for getting the best deal at the table.
Before you make the call. Know your potential client.
Have an understanding of your potential client. Research and reading trade publications, other media reports, and even the website of your potential client -- is a good way to start. The better understanding you have the more likely you are to be able to answer negative objections of why they cannot use your service.
Keep quiet -- except to ask questions.
Silence can be a powerful weapon. Many people find it uncomfortable and fill it with conversation, the best negotiators listen more than they talk and they know that asking questions is a proven method of gathering intelligence and fending off questions.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
As with many endeavors, preparation is essential -- and often more instrumental to success than the tactics employed. If you don't know what a potential client does or haven't considered how they conduct business, you simply will have no idea where to begin or how to react to their objections.
The following tips will show you what you need to know before the bargaining begins, as well as strategies for getting the best deal at the table.
Before you make the call. Know your potential client.
Have an understanding of your potential client. Research and reading trade publications, other media reports, and even the website of your potential client -- is a good way to start. The better understanding you have the more likely you are to be able to answer negative objections of why they cannot use your service.
Keep quiet -- except to ask questions.
Silence can be a powerful weapon. Many people find it uncomfortable and fill it with conversation, the best negotiators listen more than they talk and they know that asking questions is a proven method of gathering intelligence and fending off questions.
Check Out the services we offer and Start Today Call (706) 451-9371
A1 Freight Broker Training and Logistics Consulting We are here To Be of Service
Watch Videos From A1 Freight Broker Training
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance
Friday, May 28, 2010
After Freight Broker/Agent Training don’t let problems become impossibilities
When the pursuit of your dream deteriorates from difficult to impossible; when the situation looks hopeless, congratulations! You're in good company.
Every Freight Broker has gone through dead ends: "At that time when they were completely overwhelmed, the burden was more than they could bear, in fact they told there selves that this was the end. Yet they believed now that they had what it to takes to keep going forward this experience of coming to the end is something we all face.
Don’t let problems become impossibilities. Have a plan and follow the plan. This is where A1 Freight Broker Training Comes in we can help you develop the right plan by providing proper freight broker training. When you face a dead end, you may start asking, "What's going on? Did I miss something? Did I stop following the plan? Have I lost my vision?" Keep in mind that dead ends of the plan after all you are new in the freight broker business.
What's the best response to a dead end? Believe in the dream you had when you started out and have faith the you are on the right track. At A1 Freight Training this is why we offer continuous support so the when you reach a dead end you have someone on your side to turn to we have faith in you and your dream
A1 Freight Training We are here To Be of Service
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance and you never have leave to home
Every Freight Broker has gone through dead ends: "At that time when they were completely overwhelmed, the burden was more than they could bear, in fact they told there selves that this was the end. Yet they believed now that they had what it to takes to keep going forward this experience of coming to the end is something we all face.
Don’t let problems become impossibilities. Have a plan and follow the plan. This is where A1 Freight Broker Training Comes in we can help you develop the right plan by providing proper freight broker training. When you face a dead end, you may start asking, "What's going on? Did I miss something? Did I stop following the plan? Have I lost my vision?" Keep in mind that dead ends of the plan after all you are new in the freight broker business.
What's the best response to a dead end? Believe in the dream you had when you started out and have faith the you are on the right track. At A1 Freight Training this is why we offer continuous support so the when you reach a dead end you have someone on your side to turn to we have faith in you and your dream
A1 Freight Training We are here To Be of Service
Start Today Call (706) 451-9371
Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance and you never have leave to home
Subscribe to:
Posts (Atom)