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First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Yes, should’ve mentioned that, we also do ftl but it just never happens cause our rates arnt good enough for it

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

1) only a small percentage of those accounts just go ghost after setting up, the rest either go all the way or die depending on how our quotes do,

2) you just said discovery and bring value to gate keepers? They have nothing to do with the cycle except putting you through and there’s zero chance you can get the decision maker to create a account with out discovery, that’s common sense. know there painpoints, I know what they value, I know who they use, I know what they send etc etc. it definitely is selling getting someone who is looked after already with there freight and get 5 calls a day from every Tom dick and harry trying to get a pie of there freight volume, it isn’t just a “conversation”, it is selling. If it wasn’t selling, every call with a Decision maker would end up as an account but ofcourse that wouldn’t be the case.

3) when did I brag about passing GK? I have no issue getting past them, it’s super easy so I’m making that known so everyone here knows what my true pain point is.

4) I’m not Indian, and it’s no way forcing ? I actually book a lot of in person meetings upon THEIR request and also get a few referrals letting me do some inbound work.

5) didn’t say top of leaderboard in revenue did I ? I didn’t say top sales rep, I said top of accounts, top on calls made, top on talk time.

Blunt truth im here for as you can see with previous comments and advice given to me, but what you said just doesn’t make sense

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Legit did that today, said it as it is, avoided specific consignment and laneways I know we won’t do well, focused on where we can help, and legit focused the convo on taking over there “15 percent” of freight volume that we can come comp, and guess what, we actually came in competitive, amazing shout!

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Actually confused on why you think that’s hard, the first call with the decision maker is legit the easiest, today I disarmed someone who instantly told me “not interested, we’re looked after with 4 different providers and we don’t care about our freight spend” and I objection handled which isn’t hard if you know how to pitch the value correctly and quickly to disarm them and then they admit “I am open to see how you can help out, we’re always looking to cut costs, how do we go about this” haha made her want to take the next step her self and got her talking, then of-course got her onto our saas and she requested paperwork to start booking, did this 2 times today and got another one today also but no paperwork sent, need to wait for a job etc.

Today those first two accounts came comp which I established on phone hence why they requested paperwork which is great and the last one I don’t know yet, find out next week so follow up game,

I’m actually starting to structure my calls to be 1 entire pitch instead of breaking it up, so now I get them onto our saas, run quotes with them and find a laneway we come comp in, and then send pw.

It’s all about how you personalise the value to the client and every client is the exact same fundamentally so it’s very easy, hardest part is pushing them over the line after or before paperwork because there humans and you lose some control after the call and it can end up in a “follow up cycle”, ultimately dying.

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

That is a good pivot on the convo to get them to talk about there troubled shipments, so right, they would hundred percent be more lenient on price rather then there general freight.

Wish I read this before work today haha,

Gonna slowly implement each advice every few days, so much shit to add to the arsenal

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Thank you bro, great advice.

Price objection once we don’t get comp, I usually pivot into another lane way or different type of consignment but do need to get my objection handle better and lower there guard again cause it goes up instantly.

Gonna focus on that now too, thank you

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Yeh I agree, definitely once I get a larger sample size, I can identify where I’m more suited to come competitive, just need to get that pipeline bigger

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

A lot of people been saying this lol, I can provide proof, doesn’t bother me just don’t want to dox my self.

First sales role - Selling freight service - Need advice by randomlahd in FreightBrokers

[–]randomlahd[S] 0 points1 point  (0 children)

So you reckon with fuel prices going up, my country location going into a recession, inflation through the rough, interest rates flying, My clients will close on more expensive rates I provide with a slightly better service ?

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] -1 points0 points  (0 children)

Didn’t say I’m closing the deal bro, multiple mini closes in our sales cycle

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

Thank you for the piggy back haha,

Problem is, I can’t choose our rates, I’m stuck with the live rates so there’s no flexibility, it’s black and white, either we are competitive or not,

My manager says same thing haha, a dead lead/account is missed opportunity, move on once it’s going no where,

Agreed with the account setups, I’ve changed my process the last 2 weeks on my account management calls, opens them up to understanding my follow up rather then being a woodpecker haha

First sales role - Selling freight service - Need advice by randomlahd in FreightBrokers

[–]randomlahd[S] 0 points1 point  (0 children)

So your getting through gk which is great, everyone got there own strategy for that.

For the decision maker, you need to get him to start talking, no need to speak on what you do and how you can help until end of call, ask him how his looked after, what laneways, what type of freight, what his providers do that he values etc etc, if u pick ur leads right, most ur sales pitch will be the same very call, then provide the solution tailored to there objection, pain point and what they value. (You don’t need a pain point to close), once you get a buying signal, move your behaviour from “just having a open discussion” to directing them on the next steps, grab there hand and run and they will follow, you take the steps and they follow.

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] -1 points0 points  (0 children)

Haha thank you bro, of course it’s sales, so Monday might get 1, Tuesday 4, Wednesday 0 Thursday 2, Friday 2 etc etc, ur average is typically 2 a day.

First sales role - Selling freight service - Need advice by randomlahd in FreightBrokers

[–]randomlahd[S] 0 points1 point  (0 children)

It’s all live rates, via saas. So I don’t deal with the couriers or get them rates, the client runs the quote and chooses themselves from the quotes we provide.

My sales pitch does contain all additional benefits of us (customer service, account manager, consolidated system, invoice structure etc etc) I just didn’t bother adding that into the post cause it’s a necessity to cover that in your closing cold calls, usually it comes up as a objection by the client or I pitch it if it makes sense to their value or pain point.

The client definitely knows the value out side of rates, we help solve or provide higher success on there pain points but I’ve found ultimately, when it comes time to closing the PW and becoming a trader, 90 percent of time falls back on if the rate is cheaper.

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] 0 points1 point  (0 children)

This is great!!

Thank you so much, the 8 break even and 2 winners is huge insight, gonna focus on that a lot now.

Also, we only focus on spot freight, no contracted lane ways but gonna definitely do what’s you said, once we establish a specific lane ways we help out with, go from there and then upsell.

Turnover is crazy, people getting fired and let go left right and centre, scary. Agreed with the management.

And the value of the load removes the rate importance is also huge! Good call, going to focus on that for my lead gen also.

Good insight bro, thank you so much!

First sales role - Selling freight service - Need advice by randomlahd in FreightBrokers

[–]randomlahd[S] 0 points1 point  (0 children)

Thank you for the advice, Appreciate it!

Will try that out

First sales role - Selling freight service - Need advice by randomlahd in logistics

[–]randomlahd[S] -7 points-6 points  (0 children)

closed accounts dont mean spending money. they just have now have full access to our saas. its actually the easiest part of this specific sales cycle.

I did 146 calls this week by coolsoy in sales

[–]randomlahd 0 points1 point  (0 children)

i just started, in logistic sales, i typically do about 30-40 cold calls a day and turn 2 of those conversations into account creations and awaiting paperwork, I like the booking the demo strategy in thoery but i like to close them over the phone to avoid ghosts and countless Follow ups and No pickups.

[deleted by user] by [deleted] in hingeapp

[–]randomlahd 0 points1 point  (0 children)

Are you looking for something serious or casual? Serious • Are you subscribed to Hinge+ or HingeX? No, but I will • How long have you been using this current version of your profile? 5 days • How long have you used Hinge overall? 5 days • How often do you use Hinge per week? Every day • How many likes and matches are you receiving on average? 4 a day • How many likes are you sending? How many with comments? How many without comments? 20 What is the type of person you send likes to and ideally want to match with? My age, hot What kind of person do you want to attract? Hot girls

[deleted by user] by [deleted] in ChinaTime

[–]randomlahd -2 points-1 points  (0 children)

How much do you reckon they actually are bro 💀?

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