Haulistic’s Post

Friday food for thought. If you believe in the service/product you are trying to sell, your time spent with a prospect should be spent on showing the VALUE you bring to the table. If your conversation is centered around tearing down or bashing competitors, that just shows that you do not feel confident in the VALUE of your product/service. A good sales transaction happens when both parties interests align and there is value flowing in both sides. What kind of value does your service/product bring to the table and how can you articulate that to the prospect? Drop some in the comments! ⬇️ Axle Logistics #logistics #sales #partnerships

Leave the client or customer in a better place than you found them. Ask questions rather than making a pitch. Believe in what you’re selling. Ask good questions. Build Trust and then never betray it. Hold a relationship. Don’t be a liar! Know that selling is all about building relationships with trust. Meet their need by closing the sale🎯. Always be opening.The better you open, the easier to close. When we don’t "open" well, the harder the close! Here are a few good tips I've actually did in being successful in the world of logistics sales.🚀👏🏾🔥

Do you want your success to be long term or short lived? A transactional brokerage model focuses on short term success. How many loads can we move this day, week, month? That takes priority. The focus is on numbers. A relationship based model focuses on long term success. Identifying, growing and executing on mutually beneficial partnerships will allow a brokerage to build relationships with clients who will work with them long term. The big picture takes priority. Here are a couple of reasons I think sellers fail to focus on relationships: 1) They are taught in an environment that is focused on transactional selling and quick wins. It’s hard to know anything different. I was originally taught this way, and it took new leadership in a new company to help me see the other way of doing business.  2) They are not educated. Relationship based selling will require you to understand your partners’ business, goals, operations, industries, etc. You have to put in the work to understand what they are working with so you can start to add value. Sellers often don’t think about prioritizing their learning and development on anything other than sales tactics. What are some other reasons you think people in our space fail to form strong partnerships?  #growth #trucking #logistics #supplychain #markets 

✨At LIU Logistics INC we redefine freight solutions! 🚛 Ready to elevate your logistics game? Making sales calls is our secret sauce. 📞 To find prime leads, cold calling dives into unexplored territories, uncovering hidden gems. It’s the adrenaline rush of discovering untapped potential. However, warm calls build bridges faster, leveraging existing relationships for smoother negotiations. Emails? Ah, the silent warriors. Craft compelling messages, ensuring your pitch resonates even in the inbox chaos. 📧 We are on a mission to tailor our approach for you. So Question?? 1. When it comes to freight solutions, do you generally prefer receiving information through: a. Phone calls b. Emails 2. In your busy schedule, what communication method aligns better with your convenience for discussing logistics details? a. Quick calls b. Thoughtful emails Let me know in the comments which sales approach works best for you… #MondayMindset be sure to listen first and provide the Best Solution for your clients 🤝🏽 Your insights will guide us in ensuring a seamless connection, Leaving lasting impressions 🌐 Dial in, warm up, and email out—success awaits! 🚀 #liu🗣️🗣️🗣️ #logistics #freightbroker #supplychain #shipper #carriers #manufacturing #distributors #imports #exports #hazmat #solutions

Just finished the course “Sales Negotiation” by Lisa Earle McLeod! #salesnegotiation. Negotiation is a skill that is useful in almost all kinds of roles in a company.

“We are not good at this, don’t use us.”   This approach will win you business from new clients.   You have started to build a relationship. You are getting a clearer picture of their needs. You are getting them to open up about their problems.     Table a sizeable weakness.   For example, they do business from the US to Africa.   You know that your company is not strong in this lane.   Be honest and upfront.   Before the client asks, you openly say this:   “We are not good at this, don’t use us.” Admitting to your weak areas will win trust. Follow me here Vivek Vanwari to get Daily Insights on Sales & Logistics.

Just finished the course “Sales Negotiation” by Lisa Earle McLeod! Check it out: https://lnkd.in/gtXkz3pX #salesnegotiation.

“Amateurs talk strategy; professionals talk logistics" - General Omar Bradley “Leaders win through logistics. Vision, sure. Strategy, yes. But when you go to war, you need to have both toilet paper and bullets at the right place at the right time. In other words, you must win through superior logistics.” - Tom Peters: Rule #3: Leadership Is Confusing As Hell. You can only fight and be ready for battle if you have supplies: food, ammunition, fuel, etc. So, you'll lose eventually, no matter how good your soldiers are, without good supply tactics. Armies can’t fight effectively if they are hungry. Cut off the enemy's supply line, and you will win the battle. This is the same regarding sales; you must have solid sales tactics. Closing techniques are not sneaky tactics to separate the buyer from his wallet but persuasive tactics to get prospects to take action on something they already want and need and move toward that solution. When I worked for a 3PL, I developed three sales tactics that still work for me today. These tactics allowed me to scale quickly, even in a crowded and competitive space, when I became a 1099 agent. Here is how I did it: 1. I will always answer my phone and be on station ready to react to issues. I often say, “If your lights are on, mine are too.” When I worked for R&L, 98% of us were hourly. That means if the rep was out for the day or taking PTO, the clients didn’t hear back until the rep returned. You leave at 5 PM; a West Coast client is still doing business. Could you call a CHR, JBH, or any other 3PL at 8 PM and see if anyone answers? At best, you will get a $15-an-hour person (most are outsourced overseas) who will tell you to call back after 8 AM, leave a VM, or send an email. This was the #1 tactic that got me clients. 2. I will never give a load back; I’m the expert. I witnessed this daily. It was due to a lack of training and an inability to understand current, trending, and changing market conditions. I saw loads being given back or asking for more money. Want to piss off a client and risk getting fired? Do this. 3. Lying to clients. 3PLs do this often to buy time. Instead of being honest, they lie about the truck's status. How many grandmas do you have? Whether they need time for recovery or missed appointments, they think it sounds better to devise an excuse vs telling the truth. Today, thousands of 3PL sales and carrier reps alike will not answer their phones/emails, give loads back, and lie to their clients. If you have ever been hungry, like two or three days without food, living in the cold and wet, you might ask yourself if you felt much like doing anything, much less fighting an enemy. Like in battle, solid sales tactics make a difference and gives you an advantage over the competition. Building off General Bradley's quote: If you want to be successful in sales, develop strong sales tactics. “Sales amateurs talk strategy; sales professionals talk tactics.” - John 🅰️ Rogers.

Just finished the course “Sales Negotiation” by Lisa Earle McLeod! Check it out: https://lnkd.in/drBZ6_9j #salesnegotiation.

Just finished the course “Sales Negotiation” by Lisa Earle McLeod! Check it out: https://lnkd.in/eQ3JijZ5 #salesnegotiation.