Negotiating is inevitable as a freight broker agent. It’s imperative to build better relationships with both your customers and carriers while not forgetting to focus on selling the value you bring to the table first!
When a freight broker or any business professional is faced with the negotiation process they must realize from the onset that it’s all really about relationships and selling value every step of the way. Once that mindset is established, you will dramatically cut down on having to negotiate to win business. However, when you are forced to negotiate, here is a POWER-HOUSE list of CRITICAL NEGOTIATION TACTICS geared specifically to overcome objections.