A1 Freight Training on Freight Brokering

Freight Brokers you need to master proper service

blog.a1freighttraining.com — Fri, 18 Feb 2011 22:37:00 GMT

There is no doubt that Freight Brokers must understand the service processes. Freight brokering is such a competitive market you must provide proper Service. You must understand each individual clients needs. And provide proper customer service

1. Position your service values early
It is important so that you show a high value to customer service early in the negotiation process.

2. Learn client’s vital information by asking proper questions
Seasoned freight brokers ask 2 -3 times more questions. A cardinal rule is to get vital information to ensure proper customer service.

3. Know the client’s needs
There is nothing more frustrating for you client than poor service or to get the feeling that you could care less whether you continue to provide service to them. What some freight brokers seem to forget is how willing and likely clients are to share their bad service or tell their network about who not to do business with.

Here are some ways to ensure you drive your customers away:

1. Don't call your customers back when you promise them you will
2. Ignore your customers by not staying in contact with them
3. Make sure you don`t call them back with vital information
4. Have your customer's phone calls be placed on hold by an automated voice machine
5. Spend more time telling your customers what you can't do instead of what you can do
6. Have a staff full of unhelpful or rude employees
7. Make the clients feel like it is a privilege to work with your freight brokerage
8. Have a staff with an "I can't be bothered" attitude
9. Provide a complicated process for your customers to talk with top management
10. Have a very difficult process to contact you after hours

Freight Brokers Must Be Efficient At Building Business Relationships

blog.a1freighttraining.com — Fri, 11 Feb 2011 16:25:00 GMT

It is essential to your freight brokerage business success to develop strong business relationships with your clients. Doing this can improve your company's reputation, advance your company's status, and guarantee client loyalty. Take some time to find different ways to strengthen your professional relationships and then make those activities a regular part of doing business. It is important to keep your business at the forefront of your customer's mind. The stronger the bond, the more likely the client will use your service. Once you are working with a new client, it is important to keep that relationship. You must become more than a just another "Broker" to your Clients.

Here are some tips that will help you build on your Customer Relationships

• Gather your clients email and mailing addresses.
• Send thank you notes or follow up cards
• Create a website that contains information that your clients will find beneficial
• Work with and for clients that hold the same values that your company holds
• Take the time to establish rapport and understand their needs

Freight Brokers/ To Be a Better Salesperson, Don't SOUND Like One

blog.a1freighttraining.com — Wed, 02 Feb 2011 20:14:00 GMT

Freight Brokers ...... why in the world do some pepole feel like they must sound like a seasoned freight broker when they are new to the industry? Yes it is important to be knowledgably but this only comes in time I have been in the industry for 30 year and guess what I learn new things everyday it Tooke me 30 years 1 day at at time get 30 years and it did not happen any faster so relax

Here are some tips that will help you from Art Sobczak

Just wondering ...... why in the world do some salespeople feel like they must sound like a salesperson when they get someone on the phone?

What is it about presenting ... whether it be selling by phone or speaking before a group that
causes some people to cinch up and sound like the synthesized voice that gives the phone
number on directory assistance?

I spend a lot of time on airplanes, and can't tell you the last time I actually listened to the flight attendant giving the speech about the flat end going into the buckle. Oh yes I can, I flew Southwest a couple of weeks ago and, as many of their attendants do, this one delivered the announcement like they were actually talking to a person, and with humor and enthusiasm. That got my attention.

The bottom line is that on the phone, sounding canned, like you're reading something, or like you've just been awakened at 3:00 a.m. is detrimental to your success.

But, many people sound that way. And many of those don't realize it. Here are a couple of points to keep in mind.

We tune out--and are often annoyed by--unemotional, canned messages. Think about the sales calls you have received at home ... the ones that follow the couple of seconds of dead air after you pick up the phone and say "Hello ... hello ...?"

You first hear the din of what sounds like a noisy restaurant, and the monotone voice greets you with,

"Hello, can I speak with (bad mispronunciation of your name)?"

Then they begin reading a script.

Likewise, think about some really bad acting you've seen in a play or movie. It looks and sounds stilted ... unnatural, like it's being read. It has the same turn-off effect.

People will speak with those who sound conversational.

What more can I add?

But please don't misunderstand me on one key point:

Preparing what you'll say and scripting your opening is still the best way to approach a call. But never, ever, SOUND like you're working from an aid.

As I always say, the worst time to think of what you'll say is as it's coming from your mouth.

Exercises
So, what to do? Easy. The better prepared you are, the more natural you will sound. "Humanize" your calls. Remember, you're talking to another person, not at a phone instrument. Listen to your calls on tape, and ask yourself, "Would I talk to friend like this? Does this sound natural?"

Prepare your openings and recite--not read--them into a tape player. Pretend you are talking to a good friend in a social setting.

The less you sound like a salesperson, the more you'll sell.

Here's to making this your best week ever!

Freight Brokers/decisions and actions

blog.a1freighttraining.com — Sun, 30 Jan 2011 03:05:00 GMT

Freight Brokers you should concern yourself in terms of decisions and actions. Some choices are considered to be good and some are not. A lot of the choice depends on the perspective of what is good for the business.One common earlier point of view is what is good for the business. All economically profitable actions and decisions are considered to be good in this perspective. All organizational behavior of the individuals and groups is oriented in such perspective towards profit generation with a single minded focus.

The danger with such a view or behavior is that sometimes it can be damaging your relationship with your customers. Laws which govern the logistics business behavior and choices deal with legally right and wrong aspects; they do not and cannot deal with morally right or wrong choices.

And this can lead to 'clever' legally defendable, but otherwise damaging choices, damaging to customers, to society, to government and your business. An emerging point of view which is slowly gaining wider acceptance is that the greater good of all needs to be considered and organizational choices have to be made in line with such considerations, if the business has to be considered as operating with business ethics.

Social responsibility of business is the basis of this school of thought. This is necessary not from the point of a good freight broker, it is also necessary to build an acceptable image of the business in the eyes of your customer, and thereby for its service that sells well. It makes good business sense to take such decisions which are right in this perspective and to build on them.

Watch the video

Freight Brokers: Nurture Your Enthusiasm

blog.a1freighttraining.com — Sat, 22 Jan 2011 18:28:00 GMT

Freight Brokers Ralph Waldo Emerson once said, “Nothing great is ever accomplished in life without enthusiasm.” You have to have a passion to see something great happen. That’s why you need to nurture your enthusiasm if you want to change.

Freight Brokers If you say, “Well, I kind of, sort of, maybe things will get better” it isn’t going to happen. If you say, “Well, I’d like to find better clients and better paying loads” it isn’t going to happen. But if you are passionate about your goal it will become reality.
Unfortunately, it’s easy to lose your enthusiasm. So how do you maintain it? Speaking from personal experience, it takes more than psycho cybernetics. It takes dedication.
“Never be lacking in zeal, but keep your goals, Be joyful in hope, patient in affliction, faithful in dedicated work ethics.”

“work Joyful stay hopeful” – even when things go wrong, hang on to your hope in and it will give you joy. There are those who Dream and Wish, and there are those who Dream and Work."

“Be Patient in hard times” – Remain patient because you will use whatever you’re going through for good. Be too positive to be doubtful, too optimistic to be fearful and too determined to be defeated"

“Dedicated work ethics.” – When tough times come, you have a choice: you can either start believing all the negativity or you can panic and give up. Or you can be dedicated and follow you it with good work ethics, the difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack in will
Success Is a State of Mind

Freight Brokers points to Effective Negotiating

blog.a1freighttraining.com — Wed, 19 Jan 2011 18:06:00 GMT

Freight Brokers opportunities to negotiate arises every day. Sometimes they are small; there are other occasions where the negotiation can be very impactful, knowing how to properly negotiate the deal can help make the transaction be more pleasant for everyone involved and better your chances at getting what you want.

 Always Ask
You never know what you can get unless you ask. So many of freight brokers do not get what they deserve simply because they do not ask. Negotiation should be one of the most-used tools in your business. You must master the art of asking.

 Know What You Want

It is difficult to have a successful negotiation if you don’t know what you want out of it. Once you have considered the possible outcome, you can decide how you will respond if it does not end up in your favor. Having a clear vision of the desired final outcome on this mutual agreement will make it easier for you as you work your way through the negotiating process.

 Prepare for the Type of Negotiating You Will Be Doing

Les Brown said, “It is better to be prepared for an opportunity and not have one, than to have an opportunity and not be prepared.” Understanding the different types of negotiations will determine how much preparation you will need. There are five types of negotiations and understanding them will determine how much preparation you will need.

 Practice, Practice, Practice

Negotiation is a skill, which means it can be learned by anyone. It may not happen immediately; practice will be needed. Put aside the fear factor and start. Why freight brokers do not negotiate more often? Number one reason: fear of confrontation. The number one area that most freight brokers do not negotiate? Freight rates. When you do not negotiate for your better freight rates on every load, you earn by default, meaning you get whatever they decide to give you. Be committed to the win-win-win. You are not going in for the kill. You are going in to reach a mutual agreement on solving a common problem.

Watch Video From A1;

Freight Broker Changing Your Perception Will Take Concentration

blog.a1freighttraining.com — Mon, 17 Jan 2011 22:40:00 GMT

Do not conform any longer to the pattern of negative thinking, but be transformed by your positive mind set If you want to have lasting change in your freight broker business life, you need to refocus your mindset.
Specifically, you need to change your thought patterns from focusing on what is not happening in your fight broker business -- to focusing on what is happening. Whatever you focus on is what you move toward.

Blueprint to change your thought patterns

•“Do not conform …” don’t conform; don’t try to be like anybody else. How often do we let other people shape our lives?

•“… Any longer …” There are a lot of negative things you start doing by copying others If you want to change, you have to change your mindset and the way you view things . You need to replace the old, unhealthy pattern with a new one

How does this happen? I think it's rather simple to be honest. It comes down to what you see yourself as. Do you see yourself as just an average freight broker, with average skills? If that’s the case, you will do average work, average hours and you will come across as average people.

If however you change your mindset and view of yourself, and thus become much more motivated, their work and success would naturally reflect this simply due to you changing the way you think. That's why when you're on a roll, the sales just keep coming and you feel like you're unstoppable.

If one can harness this mentality and turn it into a passive skill, you will no doubt be successful in your career, and at the top rather than the bottom. You’re going to have to let go of the old attitudes, the old thought patterns, the old images that you’ve been living with so you can put on a changed mindset.

You must learn to have you’re mindset on Passion and Motivation. With passion and perseverance one becomes a top performer. Having said that one needs to be self motivated all the time; without expecting any pat in the back, continue to perform well.
You must learn to walk by faith and not by sight. We are not governed by any negative things we see going on. Instead, we are governed by faith. Faith is kept alive by our hope, and hope is activated by consistent and fervent confession of the Word of God;

The question isn't who is going to let you; it's who going to stop you.

from Being the winning Freight Broker or Freight Agent You Are

What’s the difference between successful and average freight broker or freight agents

blog.a1freighttraining.com — Mon, 10 Jan 2011 22:10:00 GMT

You may be asking the question? What’s the difference between successful and average freight broker or freight agents let me take a moment and brake it down for you.

Successful freight broker/agents live by "design", average ones live by "default".Unfortunately successfulness must come from a natural motivation, discipline, and ability to constantly seek improvements in process.

Those who are not as successful are often just going through motions that they barely understand. And no, it doesn't occur to them to "self-improve" or to emulate their successful colleagues, they are very different people.

Successful logistics professionals are driven by passion, optimism, perseverance and most certainly results commitment whereas average freight broke/agents look for excuses, are pessimistic and don't have the fire to succeed.

In other words, successful logistics professionals have that "fire in the belly"

The objective of any logistic leader has to be to make average = successful. If average = unsuccessful I would suggest that the business has serious problems which need attending to. for your business to flourish. Generally it is the extremes of performance that you have to manage. (Underselling or overselling)

The ability to learn and understand the service you provide

A good freight broker will be

1.Self motivated

2.Energetic

3.Driven

4.Responsive

5.Personable

6.Resilient

7.Hungry, yet not starving.

8.Fear-less, never gives up.

9. Teachable ( Always improving. )

10.Optimistic

The very best logistics professional are always engaged, learning, and trying to get better.

Average freight brokers/agents always look at what's in it for them (i.e. the commission) rather than focusing on the customer.

The successful logistics professional truly believes that the service they are providing is what's best for the customer. When they believe in their heart that they can help meet the customer's need and make them more successful by meeting that need then the logistics professional is driven by their passion to help. By default, they quit focusing on the "price" and focus on how much profit they help make the customer with their service. Their customers see their best logistics professional more as partners than as just freight brokers.

Freight Brokers and the right tools

blog.a1freighttraining.com — Thu, 06 Jan 2011 16:43:00 GMT

Proper Customer service Relationship is a very big deal for any Freight Broker, you need to efficiently understand your customer’s needs and demands using CRM software can help you to a large extent.

CRM stands for customer relationship management. As its name implies, it is the database of all the details of the customer and their history, whether it is existing customer’s records or prospective. To make your Small Business CRM strong, you need to concentrate on your existing and the potential customers. Prospective or potential customers are those customers who can be easily converted in to loyal customers of your small scale business.
It is quite obvious that as competitive as the freight broker industry is you need to make constant relationship with new customers. The best solution for freight brokers to do this is with web based CRM software.

A good web based CRM allows you to keep the right information and details of all your customers and prospective customer so you can stay ahead of the competition.

Freight Broker Steps to Successful Cold-Calling

blog.a1freighttraining.com — Wed, 05 Jan 2011 21:28:00 GMT

Most Freight Brokers do not enjoy cold-calling. Yet, it is an activity that must be done. And there is not a secret formula for being successful at cold-calling, the only way to be successful is by being disciplined enough to do it. When people avoid cold-calling, they are generally telling themselves they don’t believe the outcome will be successful. For this simple reason, it is necessary to be confident in yourself and the service you provide.

Freight Brokers The following are some simple steps to this critical discipline.

1.Be dedicated each day to prospecting.
2.Know the reason for calling before you call:
3.Assume your voice mail messages will never be returned.(so keep it simple)
4.Be confident and competent.
5.Respect the gate-keeper
6.Prospecting calls on Monday mornings and Friday afternoons will have the worst results.
7.Make it your goal to earn the right, privilege and honor to talk to the person again.
8.Believe in the benefits that the prospect will receive from your service.
9.Believe in yourself and your professionalism.
10.Anytime is a good time to make a call; don’t wait for the “perfect” time.

The Power of Industry Trade Journals, and Where You Can Get Them Now

blog.a1freighttraining.com — Thu, 30 Dec 2010 16:37:00 GMT

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.)

Freight Brokers Use the art of proper customer service during a Negotiation

blog.a1freighttraining.com — Thu, 30 Dec 2010 02:39:00 GMT

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

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Freight Broker Business Training $750.00

Freight Agent Training $500.00 with placement assistance

Freight Brokers You must Improve Sales Prospecting Efforts to be successful

blog.a1freighttraining.com — Wed, 29 Dec 2010 03:16:00 GMT

Freight Broker or Freight Agent prospecting is a numbers game. To determine how many cold calls you need to make to meet your quota? Figure out the average number of leads it takes to generate a sale, then determine your average customer sale, and you’ve got a clear path to fulfilling your sales goal.

But while a sale is largely about the numbers, those numbers are based on something even more elemental: the data. If you are operating on low-quality leads with outdated contact information, poorly qualified prospects, and duplicate content, you’re wasting time – and money – chasing ghosts. The solution: Employ top-of-class technology Industry Background

With the widespread use of online search tools, cus¬tomer relationship management systems, and prospecting tools, salespeople can feel like they’ve got the world at their fingertips. At the click of a button, anyone can cheaply and quickly comb the entire world for leads and industry information. But the easy availability of data is not just one of the sales industry’s most exciting innovations; it’s also one of its biggest challenges. In the open online environment, there are no gatekeepers; salespeople have access to endless amounts of data, with no immediate way to confirm the quality of the results.

This unrestricted access becomes a problem when viewed in light of current economic conditions. At no time in recent history has the pres¬sure to work more efficiently and effectively been as overwhelming. Fright Brokers are faced with the need to bring quantifiable value to their companies, and finding the tools to allow them to increase their ROI should be a main driver in their business decisions.

Recommendations: Five Steps to Improve Sales Prospecting Efforts

In order to leverage their time and resources more effectively when prospecting for new customers, freight brokers should look for sales tools that will allow them, not only to take advantage of the availability of data, but also to refine, present, and leverage that data for immedi¬ate use in a variety of different ways. Freight bokers should invest in tools that will allow them to do the following:

1. Improve data quality. When it comes to prospecting, it may seem that throwing more names into the funnel will result in more sales – and that’s true if you’re dealing with quality data. Many low-cost data services offer thousands of leads at rock-bottom prices, but they have a higher number of “dead” leads in their system – contacts that are incomplete, duplicated, expired, or otherwise unusable.

2. Target your prospecting more effectively. Data in and of itself means little; it’s what you do with that data that counts. So how do you turn a database of leads and customers into a powerful tool for future prospecting efforts? You find a way to read and interpret that dat. know who’s a target, but you must also know where they’re concentrated so you can home in and maximize your efforts.

3. You can stream¬line by using proper prospect lists. So many businesses unquantifiable. That’s why it’s so important to be able to pinpoint your efforts... proper data and prospecting has a unique advantage, because sales is a numbers game, and you can know fairly quickly if an investment in prospecting data is paying off. The equation is clear: You know what you’re putting in the funnel, how much it costs to fill it, and what’s coming out the end. And a high-level, B2B, sales-information partner can do the heavy lifting of managing data, leav¬ing sales professionals free to focus on goals and strategy.

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

Freight Brokers why I do what I do at A1 Freight Training

blog.a1freighttraining.com — Mon, 27 Dec 2010 21:52:00 GMT

Many times I am asked why my rates for training are less than other training Company`s. Today I will explain why. You can be assured that price does not equal value in all situations. And that at A1 Freight Broker Training, it is Value you will receive.

I understand that when a client chooses A1 Fright Broker Training I am given the honor and privilege to help direct and get started the next generation of freight brokers or freight broker agents. And when I see that client succeed, then I truly feel that I have succeeded. When I took A1 online in 2006, I realized what my purpose has always been.

“The purpose of A1 freight broker training is to do one thing: Train Individuals that have a desire to build a successful Freight Brokerage Business”

My personal goals for each new client:

Enlighten

Encourage

Inspire

Empower

Instill Hope

Let me take a moment to explain each just a bit further.

Enlighten: To me, to enlighten is to share information with others so as to teach them something that they did not previously know, in order to allow them to head in the right direction with the proper guidance.

Encourage: I believe encouraging is offering a hand to another that is seeking a new direction or path and helping them along their way

Inspire: once the individual has started on the path; to inspire is to walk alongside and urge them on in their journey, rooting them on saying “you can do it”.

Empower: Finally, to empower is to have others come to the realization of the strength and courage that resides within, so as to believe in themselves and their potential for success.

That actually brings me to a final word on this list: Instill. More specifically:

Instill Hope. To give, to share or impart hope. Hope is the belief that something good will happen and success is possible.

Ultimately, if I am able to accomplish this with just one client then I have done well. If I am blessed enough, to accomplish all of the above with more than one Client, then I believe that it is a part of my fulfilling my purpose, my calling, and my destiny.

I hope you can see that I have no desire to simply be a Freight Broker Trainer; I want my life to reach out and change the lives of others in a positive way and make them better for having known me. I want my legacy not to be the money that I made, things I had or even the awards that I might have received, but the lives that I have touched and changed for the better.

That being said I believe that there is only one way this is truly achieved, even to the slightest extent. That is, through my conscious understanding and acceptance that in all I do, that it is not I that do it alone, but I have been given gifts and talents from the Lord above and it is by His strength and guidance that I succeed.

WELL… I believe that answers why at A1 Freight Broker Training I do what I do.

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

Freight Brokers Are You Ready to Play the Negotiation Game

blog.a1freighttraining.com — Wed, 22 Dec 2010 00:04:00 GMT

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

Freight Brokers/ oops you miss dialed or did you

blog.a1freighttraining.com — Fri, 17 Dec 2010 19:23:00 GMT

If you reach a company you did not call pause a second and then smoothly flip the call.

"Tell you what. Since I've got you on the phone may I ask if your company uses Freight Brokers."

Yes, you work with sorted lists provided by lead-generation companies, but why live with meager success rates (1 percent to 2 percent) when you can push your success rate considerably higher by much more narrowly prequalifying leads you gather yourself?

Rustle up plenty of potential clients with creative online searches. Scroll through different Manufacture sic code names and Google word combinations like food and kindred products. Once you have identified a lead, spend a few more minutes on the Internet in search of potentially helpful information about the company, insights that might also help him take even more of the chill off a cold call.

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

blog.a1freighttraining.com — Fri, 17 Dec 2010 00:54:00 GMT

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.

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

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Freight Broker Business Training $750.00

Freight Agent Training $500.00 with placement assistance

Freight Brokers Study different manufactures by industry

blog.a1freighttraining.com — Thu, 16 Dec 2010 21:28:00 GMT

Study different manufactures by industry. Before you make sales calls,
spend time researching different industries. Read different industry reports. Determine how you can help. Then, when you pick up the phone 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.

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

Freight Brokers And The Proper Tools

blog.a1freighttraining.com — Thu, 16 Dec 2010 17:28:00 GMT

Freight Brokers a Good CRM (Customer Relation Management Tool) can bring enormous benefits to your business, but only if adopt. Every sale begins with a lead, and if that lead comes from a typical lead generation process, A good CRM is vital and will allow you to keep in touch with that customer from the first day .

Check Out the services we offer and Start Today Call (706) 451-9371

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Freight Broker Business Training $750.00
Freight Agent Training $500.00 with placement assistance

Freight Brokers and the wavering Battle of Faith

blog.a1freighttraining.com — Wed, 01 Dec 2010 18:25:00 GMT

Freight Brokers should consider it a sheer gift, , when tests and challenges come at you know that under pressure, your faith is forced into the open and shows its true colors. So don't try to get out of anything prematurely. Let it do its work so you become mature and well-developed, not deficient in any way. If you don't know what you're doing, look for help. You'll get help, and won't be condescended to when you ask for it. Ask boldly, believingly, without a second thought. People who worry are like wind-whipped waves. Don’t think you're going to get anything b worrying about the situation, keep an open mind and all your options will be revealed.

Have you ever felt as if your business swings back and forth like a pendulum between faith and doubt? This is a fairly common problem, especially when trying situations come our way. Although we know what should happen, our feelings tell us something totally different.

The question is not if we will experience this, but rather, how long we will remain on one side or the other. Three factors determine whether we lean toward faith or doubt: the strength of our faith at the time of the trial; our knowledge and understanding of the business we are in; and our experience with failure or success in past trials, especially those of the same nature.
To help you grow in faith, it's important to change not only your focus but also your thinking and listening practices.

• Set your mind on proper procedures, not on the impossibility of your situation.

• Trust in the proper training you have received instead of your feelings about the circumstances.

• Seek to view the difficulty with an open mind and in proper perspective instead of giving it your own limited interpretation.

• Listen to the truth—not whispered lies, which stir up uncertainties.

• Remember past situations you have overcome instead of dwelling on your present situation.

The key to stabilizing faith lies in choosing to believe in proper motives, regardless of the situation. Only then will it be possible to bring natural feelings of doubt, anxiety, fear, anger, or confusion into submission to what we know to be correct and ethical.

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