Selling is a skill and the best freight brokers have a set of key skills to
achieve their success.
This isn't about technology. This isn't about AI.
This is about the core skills that move more loads.
Today, I'm sharing with you 8 skills that EVERY freight broker must have.
If you master and apply these skills, then 2023 will be your best year
yet.
Let's get started...
1) The Skill of LISTENING
Freight brokers were once rated on their ability to "talk the talk".
Now, it's the brokers and agents that LISTEN that move more loads. We're not just
talking about pretending to listen while you think about what you're going to say next, we're talking about real ACTIVE listening.
Stop and listen to what they say, repeat parts back to clarify, ask for elaboration, let them do AS MUCH talking as possible.
Not only will you unlock TONS of
information to help you sell, but you'll also build far greater trust with them.
2) The Skill of Showing EMPATHY
Emotional intelligence is the secret skill of the most elite freight brokers out
there.
They have honed the ability to truly connect with their prospects and customers. They totally put aside ego and fully understand their customers and the world their customers live in.
Treat your prospects and customers as individuals, walk in their shoes, understand their pains, and show them that you want to help them in 2023.
3) The Skill of
MOTIVATION
You must have motivation in abundance to make more calls, send more emails, send more messages, drive to meetings, and knock on doors.
You must have motivation to deal with
rejection, failures, and losses.
The best freight brokers NEVER rely on others for motivation. They create their OWN each and every day. They read books, listen to songs, take 5-minute walks and focus on their goals,
They do all things to get that boost of motivation daily.
4) The Skill of RESILIENCE
The most important skill freight brokers must master is the skill of resilience.
Every objection must wash over them like water over a ducks
back.
They must take nothing personally, push further, and never give up.
Many more loads are moved by simply overcoming one or two more objections. The skill
of resilience helps you go much further brokering freight than most.
5) The Skill of PREPARATION
Far too many loads are lost each year due to a lack of preparation.
The top freight brokers prepare for each and every prospect and customer interaction.
They know EVERYTHING about their prospect. They know EVERYTHING about their industry. They know EVERYTHING about
their freight service.
They go into each conversation fully prepared.
That preparation helps them deal with 99% of challenges that likely happen.
6) The Skill of ASKING QUESTIONS
The skill of questioning works when you match it with the skill of
listening.
Asking the right questions is step one.
Actively listening to the answers is step two.
Who are they using now? Who have they used before? What challenges do they have? What budget do they have? What will happen if they don't solve this problem? Who is involved in the decision? What do they want to achieve?
the list goes on.
7) The Skill of AUTHORITY
This is one of the toughest skills for Freight brokers to master.
Big targets and KPI's often push brokers and agents to being desperate for the
sale.
The best freight brokers deal with that pressure and always present themselves with confidence and authority.
8) The Skill of Establishing TRUST
It's that simple: If they don't trust you, they won't buy from you.
The skill of establishing trust is crucial.
it's achieved by being reliable, consistent, accountable and providing a top-quality freight service.
If you say you're going to call at 10:00 am, call at 10:00
am.
If you say you'll send a follow-up email in 5 minutes, send it in 5 minutes.
Do what you promise and over-deliver.
If you your prospects and customers trust you, they'll buy from you.
Maintain that trust and they'll keep buying from you.
Freight sales is a long game. Build relationships and focus on your freight prospect’s needs so they turn into returning happy
customers.
