Graham Eastwood’s Post

🔍 A great salesman is a scarce resource within logistics, true or false? Recently, I had a great conversation with a seasoned sales leader with extensive logistics sales experience for top companies. During our call, he shared, "You know, I've been in the business for many years, and I've seen only a handful of truly great salesmen; just 3 out of 500 are the brilliant ones." 🌟 "This got me thinking: Is this really the case? If so, why might that be? I thought of one potential reason from my personal experience, but there may be and are more of them. When I started in the freight forwarding business 16 years ago, I wouldn't have called myself a good salesman. I generated decent results, but this was because market conditions were much easier back then. My only strategy back then was trying to get the low-hanging fruit. No one has thought about how to get the upper fruits, just because, at that time, everyone thought the salesman needed to understand this by himself. I clearly remember my first day at the freight forwarding company. Upon arriving at the office, the CEO quickly showed me around, introduced me to various types of equipment, pointed to my desk, and instructed me to "dial "and smile. And that I did ☎ 😊 . This type of experience might suit the lone wolf types. Still, for most, especially for the younger generation, it's demoralizing because you're wondering what to expect, who your ideal customer is, how to handle objections, how to improve, what to say during sales calls, and many other things. Many, after such experiences, give up. I almost did, too, thinking sales wasn't for me, and shifted to operational roles and logistics management. But somehow, sales stayed with me; I devoured every book I could find on the subject and used learned sales techniques at all of my previous positions because even if you aren't in sales, you need to sell your ideas, projects, and other things to your colleagues as well. Moreover, I quickly started to analyze which of those strategies could work within logistics services sales, which don't, and which work better for experienced sales reps and which for those who are just starting, And you know what? After so many years, I'm now thinking, why have I spent so many years in operational positions, and what could I have accomplished If I started selling myself earlier :) This transition would have happened faster if I had a coach or someone who would help me around from the first days when selling freight. In my opinion, if company owners/leaders invested in creating a structured sales process and actively coached and trained their sales personnel, the prevalence of great salespeople in logistics would surely rise. Network, what do you think about this topic? Do you agree that only 3 out of 500 are exceptional? What could be taken to improve this situation? Let's go ahead and share your personal opinions. #Sales #LogisticsServicesSales

TO BE OR NOT TO BE 😀 Navigating the sales process in freight brokerage can be challenging, especially when trying to determine whether a prospect is genuinely got business or simply playing hard to get. Here are some tips to help you assess and prioritize your efforts: 1. Ask Direct Questions: Start by asking about their current logistics needs or if they’re already working with another provider. Their responses can offer valuable insights. 2. Monitor Responsiveness: Pay attention to how quickly they reply and the clarity of their answers. Delayed or vague responses might signal disinterest. 3. Identify Buying Signals: Look for signs of genuine interest, such as detailed inquiries about your services, pricing discussions, or timeline concerns. 4. Test Their Engagement: Offer something of value, like a complimentary consultation or a tailored quote, to gauge their level of interest. 5. Research Their Business: Investigate their company’s recent activities or growth trends. This can help you determine if they have the potential for new business or are simply cautious. 6. Set Clear Deadlines: Establish a timeframe for decision-making. This can help differentiate between those who are genuinely interested and those who may not be ready to commit. By applying these strategies, you can better prioritize your sales efforts and focus on prospects who are more likely to convert into valuable clients.

TO BE OR NOT TO BE 😀 Navigating the sales process in freight brokerage can be challenging, especially when trying to determine whether a prospect is genuinely got business or simply playing hard to get. Here are some tips to help you assess and prioritize your efforts: 1. Ask Direct Questions: Start by asking about their current logistics needs or if they’re already working with another provider. Their responses can offer valuable insights. 2. Monitor Responsiveness: Pay attention to how quickly they reply and the clarity of their answers. Delayed or vague responses might signal disinterest. 3. Identify Buying Signals: Look for signs of genuine interest, such as detailed inquiries about your services, pricing discussions, or timeline concerns. 4. Test Their Engagement: Offer something of value, like a complimentary consultation or a tailored quote, to gauge their level of interest. 5. Research Their Business: Investigate their company’s recent activities or growth trends. This can help you determine if they have the potential for new business or are simply cautious. 6. Set Clear Deadlines: Establish a timeframe for decision-making. This can help differentiate between those who are genuinely interested and those who may not be ready to commit. By applying these strategies, you can better prioritize your sales efforts and focus on prospects who are more likely to convert into valuable clients.

Sales are hard.... but Freight/ Logistics Sales might be the HARDEST...... The competition, nature of the trucking industry and more can make it difficult, but if you are really focused and driven you can be successfully. That was one of the cheesiest sentences ive ever written, but it is true... You truly get out what you put into your sales calls and days at work. If you prepare the night before for your potential calls and meetings, you will be 100 miles ahead of the people just going into their jobs in autopilot. The freight broker/ logistics sales industry is tough, but a VERY fulfilling one when successfully, so don't forget why you started. Just like any sales job, remember the value you bring to your clients/potential clients and what makes YOU different. Happy Friday Everyone! Finish today strong and then enjoy the weekend!

LOGISTICS SALES- Read & Learn & Like What Makes a Good Sales Call Script? Dress well your looks is the first ice breaker .The value should always be higher than the clients’ investment. A sales call’s goal is to sell. But, if you approach the conversation with this mentality, you’re almost guaranteed it will stop here. Ask yourself: Why would someone answer an unexpected call and spend their precious time listening to a sales pitch? What’s in it for them? Your prospects don’t owe you anything and likely won’t listen to you if they can feel that your only goal is to sell freight .In fact, you owe it to them to make their time and money worthwhile. A good cold call script is always personalized and highlights the value for the prospect. Your job is to make the prospect feel good (you’re not there to trick them out of their LSP), empathize with whatever challenging situation they’re in, and prove that the value you offer them is higher than the cost of the services you’re selling.

📈 The Sales Process in Logistics: Building Connections for Seamless Operations 🚛 The logistics sales journey is a structured process that revolves around understanding needs, providing tailored solutions, and creating lasting partnerships. Here's how the process unfolds: 1)Lead Generation It all starts with identifying potential clients through cold calls, emails, networking, and online platforms. 2)Client Engagement Meeting with clients to understand their specific logistics challenges and aligning solutions that meet their supply chain requirements. 3)Proposal & Quotation Offering detailed pricing structures and quotations for freight, storage, and other value-added services—focusing on cost-effectiveness and service efficiency. 4)Closing Deals Negotiating the terms, finalizing contracts, and ensuring seamless onboarding for customers. 5)Account Management Keeping close contact with clients to ensure satisfaction and identifying opportunities for upselling additional services like warehousing or express shipments. Every step in the process is crucial for building trust and delivering value to our clients, ensuring smooth and efficient operations across the globe! 🌍 #LogisticsSales #SalesProcess #SupplyChain #CustomerSatisfaction #FreightForwarding

The Core Traits Every Sales Professional Needs to Thrive ✌️🎯 The worst thing that can happen to a sales professional is losing confidence, courage, and belief in themselves. If you’re in sales and lack these qualities, it might be a sign that you’re in the wrong profession. Sales is: • Working 24/7 • Constantly calling and emailing • Taking responsibility • Growing intentionally or by identifying your mistakes • Always being hungry for more (think Oliver Twist) • Maintaining a competitive approach • Going above and beyond expectations • Being self-motivated And if you’re a freight broker, add to the list: • Navigating complex logistics with precision • Building relationships with carriers and shippers • Problem-solving on the fly • Understanding the nuances of cross-border operations • Mastering the art of negotiation Sales and freight brokering are not just jobs, they’re a mindset. Stay driven, stay committed, and success will follow. #sales #freight #brokering #broker #queencity

🚀 Maximize Your Sales Efforts in 2025! 🚀 With 15 years as an Outside Sales Rep in the freight forwarding industry and now thriving in recruiting, I’ve mastered strategies that can automate cold calls to reach 150+ new contacts daily. 💡 These are the exact techniques I’d use myself if I were back in the industry—because they work. Let’s discuss how these game-changing strategies can empower your team to hit new heights in 2025. 📈 📞 Let’s talk—your team’s next big win starts here. #SalesSuccess #SalesStrategies #FreightForwarding #LogisticsLeadership #BusinessGrowth #2025Goals #SalesAutomation #ColdCalling #FreightIndustry #TeamCoaching #SalesTraining #RecruitmentInsights #LeadGeneration #SalesExcellence #IndustryExpert #LogisticsSales #B2BSales #GrowthHacking #NetworkingOpportunities #FreightForwarders #SalesLeadership #LogisticsInnovation #SalesOptimization #ColdCallingStrategies #FreightSolutions

Monday Logistics Sales Thoughts: As logistics salespeople, we need to have a broader sales strategy than simply cold calling, if we want to generate significant new revenue quickly. Let’s say you’d like to add 10 new logos in the next year to your business. Assuming the following: 3% of the market is actively shopping/comparing vendors. 10% of cold calls connect to a decision maker 25% of that 3% that you connect with, will close. To add just 10 new logos based on the above assumptions, it will require 61 dials per day, every day for the next year. Want to add 20 new logos? 122 calls per day.

Contrary to popular belief, the sales task is less about having the gift of the gab and more about being able to listen. In freight and logistics, and pretty much any industry for that matter, the most successful salespeople I’ve encountered do very little talking - initially anyway - instead they ask insightful questions, then listen intently to the answers. Certainly, being able to articulate the value of a product or service is important. But truly listening to a customer’s needs, so they feel heard and understood, before communicating your offering’s compatibility (if any)… that’s vital. My dad, Shane, used to go out and visit prospective customers who were exploring options, and after listening to them, if he thought they were better off sticking with their incumbent freight provider, he told them exactly that! Not wanting people to unnecessarily waste their time or money was fundamental to Shane’s integrity. Genuine, mutually beneficial relationships were what he was all about. And we continue to adhere to his example when performing freight assessments today. At EFS, we’re confident in our capabilities, but we can’t be everything to everybody. However, after listening to and understanding a customer’s requirements, if we think we’d be a good fit, I’m positive we can build a 10-year relationship. Or longer! Quite honestly, it’s those long-term relationships that are the most satisfying aspect of our business. In September, we hosted a couple of tables at the MSE Grand Final “luncheon.” As I looked around at our customers and suppliers, people who were once complete strangers are now both partners and friends. The art of listening is the crucial skill underpinning those bonds. And if you're wondering who that is next to the great Bel Humm, it's Shane Crawford. 😉