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4 Reasons Why Freight Brokers Need to Love Hearing NO!
1. Every no is a chance to learn. As a part of this process you’ll learn if you’re talking to the right person. You’ll also be able to see if your pricing is accurate and if your sales presentation is persuasive enough. Experiment and see what works and what doesn’t. Make adjustments based upon your results.
2. No does not mean never. No just means not right now. When a prospect tells you no, it’s their way of getting the salesperson to go away. That’s why you need to follow up with the prospect properly.
Numerous times throughout my career shippers would tell me “We do not do business with freight brokers”. At first I just figured there was no business to be done with that prospects. Then I figured I would explain how to turn a NO into a yes by differentiating myself from the heard.
3. Getting a real no is better than a false yes or soft maybe. There are some people that will tell you yeah, maybe, or sure when they actually mean no. As a freight broker or freight agent, a hard no is better than a soft maybe. This allows you to invest your time in the right prospects.
4. Every no brings you closer to a yes. If you do something long enough, a ratio will appear. If you make enough phone calls, you’ll make more connections. With more connection you will be giving more freight quote. The more freight quotes you give, the more sales you will make.
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